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    The Pitch Method

    Business Model Canvasthepitchmethod.com

    Tim DelhaesDirector First TuesdayCo-fundador Tigabytes.com

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    CUSTOMER SEGMENTS

    which customers and users are you serving?which jobs do they really want to get done?

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    VALUE PROPOSITIONS

    what are you offering them? what is thatgetting done for them? do they care?

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    CHANNELS

    how does each customer segment want to be reached?through which interaction points?

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    CUSTOMER RELATIONSHIPS

    what relationships are you establishing with each segment?personal? automated? acquisitive? retentive?

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    REVENUE STREAMS

    what are customers really willing to pay for? how?are you generating transactional or recurring revenues?

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    KEY RESOURCES

    which resources underpin your business model? whichassets are essential?

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    9

    KEY ACTIVITIES

    which activities do you need to perform well in yourbusiness model? what is crucial?

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    KEY PARTNERS

    which partners and suppliers leverage your model?who do you need to rely on?

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    COST STRUCTURE

    what is the resulting cost structure?which key elements drive your costs?

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    12images by JAM

    customersegments

    keypartners

    coststructure

    revenuestreams

    channels

    customerrelationships

    key activities

    keyresources

    valueproposition

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    sketch out yourbusiness model

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    Fecha: XXXCurso:XXX

    Agency FeesPlatform

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    TestHypotheses: Problem Customer User Payer

    TestHypotheses: DemandCreation

    Test Hypotheses:

    Channel

    TestHypotheses: Product Market Type Competitive

    Test Hypotheses: Pricing Model / Pricing

    Test Hypotheses: Size of Opportunity/Market Validate Business Model

    TestHypotheses: Channel (Customer) (Problem) Customer

    Development

    Team

    AgileDevelopment

    Fecha: XXXCurso:XXX

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    EJEMPLOS

    Business Model Canvas

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    StudentsAccess to discounts

    Student Discount Card

    Global EducationPrograms

    Direct Sales Service Providers

    On-linememberships

    Global channel tostudents

    Membership Fees

    Sales Comissions

    Agency Fees

    Sales and creating deals

    Marketing (campaignexecution)

    Local and globalpartnerships

    Membership andnetworking platform

    Sallaries/Key activities

    On-line Marketing

    On-line marketing

    Platform

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    Nesspresso

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    Sell a Band

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    Mobility Services AG

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    STRATEGIC ANALISES

    Appendix

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    Design Business Bridge: Designing The Future of Business HMcGowan 2009

    DESIGN BUSINESS BRIDGE:DESIGNING THE FUTURE OF BUSINESS

    What is a market

    channel?

    What is a marketsegmentation?

    What is a targetmarket?

    What are they keypositions in an

    executivemanagement team,

    key functions ?

    What are different strategiesaround customer acquisition and

    customer retention?What is the product orservice development

    process?

    What arestrategicalliances?

    What is the conceptof cannibalization

    and channelconflict?

    Marketing +Management

    CUSTOMER How do you engage thecustomer in eithercreating the value

    proposition or continuous

    improvement?

    What are pricing strategies?

    What is productpositioning and how and

    why do you do an industryanalysis?

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    Design Business Bridge: Designing The Future of Business HMcGowan 2009

    DESIGN BUSINESS BRIDGE:DESIGNING THE FUTURE OF BUSINESS

    How can I usestatistics to measure

    a market size?

    What does a Chief Operations Officer

    (COO) do ?

    How can I use statisticsto define customer

    preferences?What is knowledge

    management?

    How can I use datafrom my suppliers or

    distributors toinform productdevelopment?

    How can I use datafrom my distribution

    channels?

    Statistics +Operations

    DECISIONS

    How can I get and usemarket feedback?

    How does your supply chain build your cost structure

    How can I use statistics tounderstand my offering in the

    marketplace againstalternatives?

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    DESIGN BUSINESS BRIDGE:DESIGNING THE FUTURE OF BUSINESS

    How can Iunderstand therevenue of each

    customer segment?

    How can I decidehow to financemy business?

    How can I understand myrevenue by customer?

    What is cost of sales? costof goods sold?

    How can Ipartner toreduce my

    costs?

    What are my sales costs and howcan I minimize these distribution

    costs?

    Finance +Economics

    EVALUATION How can Iunderstand my

    revenue growth,decline?

    What is a gross profit margin? Net profit?fixed vs. variable costs?

    Other conceptsWhat is a cash flow

    statement and why does itmatter

    What is a balance sheet andhow do you read it

    What is an incomestatement and why do I payattention to profit and loss

    Why and how arecompanies valued


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