1. Customer Relationships Customer Segments
Key Partnerships
Key Activities
Value Proposition
Customer Relationships
Customer Segments
What key activities are required by our value proposition, distribution channel, customer relationship, revenue stream?
Problem-solving (consulting)
Production (manufacturing)
Platform or Network (software, interface, platform)
Who are our key partners, suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform?
What
Strategic Alliances between non-competitors
Coopetition: strategic partnership between competitors
Joint ventures
Buyer-supplier
Why
Optimization & Economies of Scale
Reduction of risk & uncertainty
Acquisition of resources/activities
What kind of relationship are we expected to establish and maintain?
Personal Assistance
Dedicated Personal assistance
Self Service
Automated Services
Communities
Co-Creation
Why would a customer turn to you? Which problem are you helping them to solve? What need are you satisfying? What bundle of products/services are you offering?
Newness
Performance
Brand/status
Customization
Accessibility
Price
Get the job done
Design
Convenience
Usability
Cost reduction
Risk reduction
For whom are you creating value? Who are your most important customers?
Mass Market – one large group with similar needs
Niche Market – specific, specialized needs
Segmented – slightly different needs
Diversified – two unrelated groups with different needs
Multi-sided – two or more interdependent groups with symbiotic, interrelated needs
Key Resources
Channels
What key resources are required?
Physical (facilities, vehicles, systems, distribution)
Intellectual (brand, proprietary, partnerships, data)
Human (knowledge, creativity)
Financial (cash, line of credit, capital)
How will you reach customers?
Owned vs partner
Direct vs indirect
Sales force
Web
Store
Wholesaler
Phases
Awareness
Evaluation
Purchases
Delivery
After sales
Cost Structure
Revenue Stream
For what value are our customers really willing to pay? How are the currently paying? How much does each revenue stream contribute?
Asset sale – selling
Usage fee
Brokerage fee
Licensing
Subscription fee
Advertising
Lending/renting/leasing
What are the most important inherent costs? Which Key Resources are most expensive? Which Key Activities are most expensive?
Cost-driven: focus on minimizing cost wherever possible
Value-driven: focus on value rather than cost (high design, lavishness)
Fixed Costs (remain the same despite volume)
Variable Costs (vary proportionally to volume produced)
Economies of Scale (advantages of bulk)
Economies of Scope (advantage created by large scope of operations)
Negotiation
Yield Management
Real-time
Auctions
List price
Feature dependent
Customer dependent
Volume Dependent
Dynamic
Fixed

2. Customer Relationships Customer Segments
Key Partnerships
Key Activities
Value Proposition
Customer Relationships
Customer Segments
Who are our key partners, suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform?
What
Why
What key activities are required?
What kind of relationship are we expected to establish and maintain?
Why would a customer turn to you?
For whom are you creating value? Who are your most important customers?
Key Resources
Channels
What key resources are required?
How will you reach your customers?
Cost Structure
Revenue Stream
What are the most important inherent costs? Which Key Resources are most expensive? Which Key Activities are most expensive?
For what value are our customers really willing to pay? How are the currently paying? How much does each revenue stream contribute?

3. Customer Relationships Customer Segments
Key Partnerships
Key Activities
Value Proposition
Customer Relationships
Customer Segments
Who are our key partners, suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform?
What
Why
What key activities are required?
What kind of relationship are we expected to establish and maintain?
Why would a customer turn to you?
For whom are you creating value? Who are your most important customers?
Key Resources
Channels
What key resources are required?
How will you reach your customers?
Cost Structure
Revenue Stream
What are the most important inherent costs? Which Key Resources are most expensive? Which Key Activities are most expensive?
For what value are our customers really willing to pay? How are the currently paying? How much does each revenue stream contribute?

4. Customer Relationships
Key Partnerships
Key Activities
Value Proposition
and
Offer
Customer Relationships
Customer Segments
Key Resources
Channels
Cost Structure
Benefit Stream

5. Business Model
(the rationale of how an organization creates, delivers and captures value)
Canvas
(a tool to help navigate the organizational structures, processes, and systems and create a common language to describe, design, understand, and compete with the scale and speed of business model innovation.)

6. Customer Relationships Customer Segments
Key Partnerships
Key Activities
Value Proposition
and
Offer
Customer Relationships
Customer Segments
What key activities are required by our value proposition, distribution channel, customer relationship, revenue stream?
Problem-solving (consulting)
Production (manufacturing)
Platform or Network (software, interface, platform)
Who are our key partners, suppliers? Which Key Resources are we acquiring from partners? Which Key Activities do partners perform?
What
Why
What kind of relationship are we expected to establish and maintain?
Personal Assistance
Dedicated Personal assistance
Self Service
Automated Services
Communities
Co-Creation
For whom are you creating value? Who are your most important customers?
Mass Market – one large group with similar needs
Niche Market – specific, specialized needs
Segmented – slightly different needs
Diversified – two unrelated groups with different needs
Multi-sided – two or more interdependent groups with symbiotic, interrelated needs
What problem are you helping them to solve? What need are you satisfying? What bundle of products/services are you offering?
Key Resources
Channels
What key resources are required?
Physical (facilities, vehicles, systems, distribution)
Intellectual (brand, proprietary, partnerships, data)
Human (knowledge, creativity)
Financial (cash, line of credit, capital)
How will you reach customers?
Owned vs partner
Direct vs indirect
Network
Web
Physical presence
Partner
Phases
Awareness
Buy-in
Participation
Delivery
Follow-through
Cost Structure
Benefit Stream
For what value or benefits are worth taxpayer costs? How will those benefits accrue? When do you predict a demonstrable positive impact?
What are the most important inherent costs? Which Key Resources are most expensive? Which Key Activities are most expensive?
Cost-driven: focus on minimizing cost wherever possible
Value-driven: focus on value rather than cost (high design)
Fixed Costs (remain the same despite volume)
Variable Costs (vary proportionally to volume produced)
Economies of Scale (advantages of bulk)
Economies of Scope (advantage created by large scope of operations)
Negotiated
Time dependent
Real-time
Fixed
Feature dependent
Customer dependent
Volume Dependent
Dynamic
Fixed