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© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking Phot
o by
: Vuj
àdé
Ltd.
– J
aspe
r Bou
wsm
a
www.vujade.com
FAME Workshop"Heidelberg, Germany 2013.03.19
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 2
Vu-jà-dé
Vujàdé is the opposite of déjà-vu and refers to something that has not yet taken place or has not yet existed.
Looking for new solutions. Critically questioning existing structures and behavior.
Looking at something from a different or an unusual point of view.
In other words: Vujàdé stands for innovation.
Phot
o: V
ujàd
é Lt
d. –
Sup
port
ing
Forw
ard
Thin
king
Photo by: Vujàdé Ltd – Jasper Bouwsma
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking
WHO WE ARE
Phot
o by
: Vuj
àdé
Ltd.
– J
aspe
r Bou
wsm
a
www.vujade.com
WHAT WE DO
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking
1. CORPORATE CONSULTING
2. STARTUP SUPPORT
3. INCUBATION
4
À PROPOS
OUR PARTNERS:
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 5
Jasper Bouwsma is committed to supporting entrepreneurs, start-ups and established companies in bringing their innovation to market successfully.
Through the combination of start-up and corporate activities, Jasper has a unique
insight in innovation, the success factors and typical reasons for failure.
Jasper was born and raised in The Netherlands, studied International Business at
the University of Maastricht (NL) and University of Fribourg (CH). In addition he took courses in Innovation Strategy and Management at MIT Sloan (Boston, USA) and Stanford Research Institute (Menlo Park, USA). Since 2009, Jasper is a visiting lecturer at the Center for Entrepreneurial Excellence at the University of St. Gallen.
Until early 2008 he worked for the Swiss national telecommunications provider
Swisscom where he initiated and led its incubation activities as Head of Incubation.
He lives with his wife, two daughters, and son outside of Bern, Switzerland.
Jasper Bouwsma Founder & CEO Vujàdé Ltd.
Photo by: Vujàdé Ltd – Jasper Bouwsma
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 6
TODAY’S
TOPIC
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 7
Business Modeling
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 8
Business Modeling “Tomorrow there will be free beer”
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 9
Alexander Osterwalder Probably the most successful Swiss Business Book author.
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 10
Insert Photo of book with Jasper’s Name.
Co-Created by An amazing crowd of 470 practitioners from 45 countries.
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 11 11
AGENDA
YOUR BUSINESS MODEL DEFINITION
1
9 BUILDING BLOCKS
2 3
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 12
FYI WATCH AND LISTEN. DON’T MAKE NOTES. THIS PRESENTATION HAS 64 SLIDES JUST DOWNLOAD IT AFTERWARDS ON WWW.SLIDESHARE.NET/VUJADE
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking 13
QUESTION HOW MUCH DOES 1KG COFFEE COST
?
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
WHY HAS NESPRESSO BEEN SO SUCCESSFUL?
? 17
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
NESPRESSO CHANGED THE
BUSINESS MODEL FOR COFFEE
18
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
RESULT 2011 USD3.2B
(BY A SINGLE PRODUCT…)
19
Note: Expectation 2012 USD4.0B
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking 20
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking 21
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
WHAT IS A BUSINESS MODEL
? 22
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
60 SECONDS PAIRS OF 2
23
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
A BUSINESS MODEL DESCRIBES THE
RATIONALE OF HOW AN ORGANIZATION
CREATES, DELIVERS, AND CAPTURES VALUE
24
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
REVENUE MODEL ≠
BUSINESS MODEL
25
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 26 26
AGENDA
YOUR BUSINESS MODEL DEFINITION
9 BUILDING BLOCKS
1 2 3
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 28
Business Model Canvas: Creating a common language for business modeling.
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
29
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 30
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
30
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 31
The target audience for a business' products and services.
Photo by: Vujàdé Ltd – Jasper Bouwsma
CUSTOMER SEGMENTS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 32
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
32
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 33
The products and services a business offers (Your Elevator Pitch)
Photo by: Vujàdé Ltd – Jasper Bouwsma
VALUE PROPOSITION
Photo by: Vujàdé Ltd – Jasper Bouwsma
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 34
“ The vacuum cleaner that doesn’t lose suction. ”
VALUE PROPOSITION
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 36
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
36
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 37
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
37
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 38
The links a company establishes between itself and its different customer segments.
CUSTOMER RELATIONSHIP
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 39
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
39
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 40
The means by which a company delivers products and services to customers.
CHANNELS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 41
Remark: think beyond the value chain and include all the touch points you have with your customers.
Photo by: Vujàdé Ltd – Jasper Bouwsma
CHANNELS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 42
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
42
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 43
The way a company makes money through a variety of revenue flows.
Photo by: Vujàdé Ltd – Jasper Bouwsma
REVENUE STREAMS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 44
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
44
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 45
Key activities are the activities you need to perform in order to bring your value proposition to your customer segments.
KEY ACTIVITIES
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 46
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
46
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 47
Key resources are the assets required to offer and deliver your value proposition to your customer segments.
Photo by: Vujàdé Ltd – Jasper Bouwsma
KEY RESOURCES
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 48
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
48
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 49
Some activities are outsourced and some resources are acquired outside the enterprise.
Photo by: Theen “How Much?”
KEY PARTNERS
Photo by: Che
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 50
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
50
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 51
The monetary consequences of the means employed in the business model.
Photo by: Theen “How Much?”
COST STRUCTURE
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 52
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
52
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 53
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
53
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE BUSINESS MODEL CANVAS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 54
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 55
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
55
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
Alexander Osterwalder www.businessmodelgeneration.com
THE BUSINESS MODEL CANVAS
House- hold
N- Club
Stores
Produc-tion
Marketing
Machine Pro-
ducers
Produc-tion
Distri-bution
Marketing Machine Pods
N.com
Brand
Produc-tion
facilities Retail
Patents IP
(1800+ patents) Business
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking
THE RIGHT BUSINESS MODEL CAN BE THE DIFFERENCE BETWEEN SUCCESS AND
FAILURE FOR EXACTLY THE SAME TECHNOLOGY OR
PRODUCT 57
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking 58
WHY WILL NESPRESSO EVEN
BE MORE SUCCESSFUL?
?
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | Vujàdé Ltd. – Supporting Forward Thinking 59
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 61 61
AGENDA
YOUR BUSINESS MODEL DEFINITION
9 BUILDING BLOCKS
“ A BUSINESS MODEL DESCRIBES THE RATIONALE OF HOW AN ORGANIZATION CREATES, DELIVERS, AND
CAPTURES VALUE “
9 BUILDING BLOCKS
KEY PARTNERS CUSTOMER SEGMENTS
VALUE PROPOSITIONS
CUSTOMER RELATIONSHIP
CHANNELS
KEY ACTIVITIES
KEY RESOURCES
COST STRUCTURE REVENUE STREAMS
THE RIGHT BUSINESS MODEL CAN BE THE DIFFERENCE BETWEEN SUCCESS AND
FAILURE FOR EXACTLY THE SAME TECHNOLOGY OR
PRODUCT
1 2 3
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking
Eric Hoffer, (July 25, 1902 – May 21, 1983) American social writer and philosopher ”
In times of change learners inherit the earth;
while the learned find themselves beautifully equipped to deal with a
world that no longer exists.
“
Phot
o by
: Vuj
àdé
Ltd.
– J
aspe
r Bou
wsm
a
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking
Vujàdé Ltd. Postal Address
P.O. Box 4
CH-3257 Grossaffolterm
Visiting Address
Elfenaustrasse 13
CH-2502 Biel/Bienne
+41 (0)32 32 32 300
Online
www.vujade.com
contact@vujade.com
VujadeLtd Phot
o by
: Vuj
àdé
Ltd
– Ja
sper
Bou
wsm
a
© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking Phot
o by
: Vuj
àdé
Ltd.
– J
aspe
r Bou
wsm
a
www.vujade.com
VUJÀDÉ LTD COLLECTION OF BUSINESS MODEL CANVASES
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