partnership canvas (lsc)

PARTNERSHIP DESIGN

Using the business model and partnership canvas for designing business model collaborations

W: source.institute

E: bart@source.institute T: @bartdoorneweert

Co-created with Ernst Houdkamp of Scherper Stellen

My  story  here  

COMPLETE THEEXPERIENCE

FOR CUSTOMERSVisual  by  Dave  Gray  

PARTNERSHIP INTENT

PARTNERSHIP INTENT

Source:  Shawn  Yeager  

FUNCTIONALITY - Do customers expect you to "create and "deliver it?

Source:  Shawn  Yeager  

FUNCTIONALITY - Do customers expect you to "create and "deliver it?

MARKET-SIZING "

- Is your addressable market large enough

to sustain you?

PARTNERSHIP INTENT

FUNCTIONALITY - Do customers expect you to "create and "deliver it?

Source:  Shawn  Yeager  

MARKET-SIZING "

- Is your addressable market large enough

to sustain you?

TIME-TO-MARKET - Time to market

important? "If so, can you make it

on your own?

PARTNERSHIP INTENT

FUNCTIONALITY - Do customers expect you to "create and "deliver it?

Source:  Shawn  Yeager  

MARKET-SIZING "

- Is your addressable market large enough

to sustain you?

TIME-TO-MARKET - Time to market

important? "If so, can you make it

on your own?

RESOURCES — do you have the " skill sets, time, and budget to develop "the internally?

PARTNERSHIP INTENT

FUNCTIONALITY - Do customers expect you to "create and "deliver it?

Source:  Shawn  Yeager  

MARKET-SIZING "

- Is your addressable market large enough

to sustain you?

TIME-TO-MARKET - Time to market

important? "If so, can you make it

on your own?

RESOURCES — do you have the " skill sets, time, and budget to develop "the internally?

PARTNERSHIP INTENT

PARTNERSHIP

2 BUSINESS MODELSCREATING VALUE

INTERDEPENDENTLY

PARTNERSHIPS ARE HARD!

HARVARD BUSINESS REVIEW

[…] “few companies in our experience take the time to articulate their own business model. Fewer have any clear idea about the business models of their external relationships.”

HENRYCHESBROUGH

3  1  2  3 QUESTIONS FOR

BETTER COMMUNICATION

ABOUT PARTNERSHIPS

DOES PARTNERING CONTRIBUTE TO OUR CORE STRATEGY? 1  

NOW THE PARTNERSHIP FITS TO YOUR CORE

STRATEGY!

WHAT DEAL CAN WE OFFER OUR PARTNER? 2  

THE DEAL’S BUILDING BLOCKS

PARTNERSHIP FOUNDATION

THE

PART

NER

SHIP

CAN

VAS

What  are  you  looking  for  in  a  partner?  

What  are  you  looking  for  in  a  partner?  

What  is  your  matching  offer?  

What  are  you  looking  for  in  a  partner?  

What  is  your  matching  offer?  

How  will  you  bring  together  these  values?  

What  are  you  looking  for  in  a  partner?  

What  is  your  matching  offer?  

How  will  you  bring  together  these  values?  

What output will be created for your business model? �

DESIGNING THE DEAL

WHAT DOES THE DEAL LOOK LIKE FROM OUR PARTNER’S POINT OF VIEW? 3  

Design your partnership

What  is  the  super  power  

you  can  share?  

What  is  the  super  power  

you  can  share?  

What  super  power  would  you  like  to  have?  

What  is  the  super  power  

you  can  share?  

What  super  power  would  you  like  to  have?  

What  will  these  powers  

make?  

Compare with your neighbour

AN EXAMPLE…

UNDERSTAND

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DESIGN

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Super �market �Conventional �

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Conventional �fruits �

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fruits �

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Conventional �fruits � Combine orders �

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Full stack of�fruits �

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fruits �

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Direct �shipment �

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fruits �

COMPARE

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shipment �

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shipment �

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fruits �

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shipment �

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fruits �

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shipment �

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shipment �

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fruits �

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fruits �

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EVALUATE

THE VALUE CHECK

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HIGHER  PRICES  HIGHER  VOLUME  

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HIGHER  PRICES  HIGHER  VOLUME  

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HIGHER  PRICES  HIGHER  VOLUME  

HIGHER  PRICES  NOTHING  

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HIGHER  PRICES  HIGHER  VOLUME  

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COST  ADVANTAGES  FROM  JOINT  SHIPMENT  

Full stack of�fruits �

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THE COST CHECK

Super �market �

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Conventional �fruits �

Combine orders �

Direct �shipment �

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HIGHER  PRICES  HIGHER  VOLUME  

HIGHER  PRICES  NOTHING  

COST  ADVANTAGES  FROM  JOINT  SHIPMENT  

Special fruits �Super �market �

Full stack of�fruits � Full stack of�

fruits �

Full stack of�fruits �

Conventional �

fruits �

Super �market �

Special fruits �Super �market �

Grading machine�

Special fruits �

Grading machine�

Conventional �fruits �

Combine orders �

Direct �shipment �

Direct shipment �

HIGHER  PRICES  HIGHER  VOLUME  

HIGHER  PRICES  NOTHING  

COST  ADVANTAGES  FROM  JOINT  SHIPMENT  

Full stack of�fruits � Full stack of�

fruits �

Full stack of�fruits �

Conventional �

fruits �

Combine orders �

Super �market �

Conventional �

fruits �

Special fruits �Super �market �

Grading machine�

Special fruits �

Grading machine�

Conventional �fruits �

Combine orders �

Direct �shipment �

Direct shipment �

HIGHER  PRICES  HIGHER  VOLUME  

HIGHER  PRICES  NOTHING  

COST  ADVANTAGES  FROM  JOINT  SHIPMENT  ORDER  FULFILLMENT  

Combine orders �

Full stack of�fruits � Full stack of�

fruits �

Full stack of�fruits �

DESIGN

COMPARE

EVALUATE

UNDERSTAND

B2B: The next upstart frontier

More touch points

From picks & shovels…

…. to the combine harvester

W source.institute E bart@source.institute T @bartdoorneweert IN Partnership Design Co-created with Ernst Houdkamp of Scherper Stellen

THANK YOU!