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how to systematically build!

BUSINESS MODELS
 BEYOND PROFIT
                      Alex Osterwalder, PhD!
                  www.businessmodelgeneration.com
                            Twitter: business_design
this was a three hour lecture given at
     Jacobs University, Bremen, in the context
       of impACT3 - a pan-European student
      competition for social entrepreneurship
              www.act-for-impact.net

sponsored by
the world used to be divided into …
giving…
…and taking
“    Iʼve found that investors
  typically have two pockets,
one for donations and one for


                                                   ”
             maximizing profits
                                               
            Matt Scott, co-founder COSMOS Ignite
social impact
−
                    +
     potential


      old school
     not-for-profit
profit
     potential
        +



                                        social impact
−
                                 +
     potential


                   old school
                  not-for-profit




        −
profit
                    potential
                       +

     old school
     corporation


                                                       social impact
−
                                                +
     potential


                                  old school
                                 not-for-profit




                       −
profit
                    potential
                       +

     old school
     corporation
                   x
                                                       social impact
−
                                                +
     potential


                                  old school
                                 not-for-profit




                       −
Business Models Beyond Profit - Social Entrepreneurship Lecture
“   Business must
    be for profit but
    profit must also
     be for purpose

                          ”
                          
                Mads Kjaer
          co-founder MYC4
profit
                 potential
                     +
                               new school of
      old school               conscientious
     corporations
             entrepreneurs

                                                     social impact
−
                                              +
     potential


                              old school not-
                                 for-profits




                     −
interesting?
interesting?

YES?
so
we need new tools to come-up with
business models beyond profit
my mission today is
  to help you…
… systematically
look at business
     models
… and learn how to
develop business
     models
what do business models
 have to do with social &
 environmental impact?
it’s key if you want to
come up with innovative
ways to “do good” AND
        “do well”
outline
outline
approach
outline
approach patterns
outline
approach patterns attitude
outline
approach patterns attitude   process
A   approach
does…
… have a business model?
… have a business model?
… have a business model?
… have a business model?
… have a business model?
… have a business model?
buzz

group

discuss with your neighbor
what a business model is and
 write down your definition
which elements did you
mention when you defined a
business model?



                            ?
Business Models Beyond Profit - Social Entrepreneurship Lecture
“
 there is a lack of definition
                                   ”
“
 few companies understand their
                                   
 existing business model well enough
                                       ”
so we came up with a way to master
business models through…
the
BUSINESS MODEL 

CANVAS
Def_Business Model

a business model describes
the rationale of how an
organization creates, delivers,
and captures value
9
BUILDING
BLOCKS
the 9 building blocks of a business model




                                    images by JAM
CUSTOMER SEGMENTS




                     images by JAM
VALUE PROPOSITIONS




                      images by JAM
CHANNELS




            images by JAM
CUSTOMER RELATIONSHIOPS




                       images by JAM
REVENUE STREAMS




                   images by JAM
KEY RESOURCES




                 images by JAM
KEY ACTIVITIES




                  images by JAM
KEY PARTNERS




                images by JAM
COST STRUCTURE




                  images by JAM
key        value           customer
             activities
   proposition
       relationships




     key                                                  customer
partners
                                                 segments




     cost                                                 revenue
structure
         key                    distribution    streams
             resources
                   channels
                                                         images by JAM
key        value           customer
             activities
   proposition
       relationships




     key                                                  customer
partners
                                                 segments




     cost                                                 revenue
structure
         key                    distribution    streams
             resources
                   channels
                                                         images by JAM
images by JAM
OVERLAY
PARTNER           KEY          OFFER      CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES              RELATIONSHIPS       SEGMENTS




                   KEY                  DISTRIBUTION
                RESOURCES                CHANNELS




          COST STRUCTURE                  REVENUE STREAMS




                                                            images by JAM
OVERLAY
PARTNER           KEY          OFFER      CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES              RELATIONSHIPS       SEGMENTS




                   KEY                  DISTRIBUTION
                RESOURCES                CHANNELS




          COST STRUCTURE                  REVENUE STREAMS




                                                            images by JAM
THE BUSINESS MODEL CANVAS
PARTNER           KEY        OFFER     CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES           RELATIONSHIPS       SEGMENTS




                   KEY               DISTRIBUTION
                RESOURCES             CHANNELS




          COST STRUCTURE               REVENUE STREAMS
THE BUSINESS MODEL CANVAS
PARTNER             KEY            OFFER       CUSTOMER          CUSTOMER
NETWORK           ACTIVITIES                 RELATIONSHIPS       SEGMENTS

                  building
                   block!

                   building       building                       building
                    block!         block!                         block!
building
 block!              KEY                     DISTRIBUTION
                  RESOURCES                   CHANNELS

                                              building
                                               block!
                  building
                   block!                      building
                                                block!

            COST STRUCTURE                     REVENUE STREAMS

 building
                       building                              building
  block!
                        block!                                block!
example

ʻs business model
PARTNER           KEY           OFFER     CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES              RELATIONSHIPS       SEGMENTS




                   KEY                  DISTRIBUTION
                RESOURCES                CHANNELS




          COST STRUCTURE                  REVENUE STREAMS
ʻs business model
PARTNER           KEY             OFFER           CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES                      RELATIONSHIPS       SEGMENTS




                                                                 wealthy
                              lend to poor                      westerners!
                                            !
                              entrepreneurs

                   KEY                          DISTRIBUTION
                RESOURCES                        CHANNELS
                                                 Kiva.org!




          COST STRUCTURE                          REVENUE STREAMS
ʻs business model
PARTNER           KEY             OFFER           CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES                      RELATIONSHIPS       SEGMENTS




                                                                 wealthy
                              lend to poor                      westerners!
                                            !
                              entrepreneurs

                   KEY                          DISTRIBUTION
                RESOURCES                        CHANNELS
                                                 Kiva.org!
                                 loans!
                                                                     poor
                                                   local        entrepreneu
                                                                            rs!
                                                microfinance
                                                institutions!

          COST STRUCTURE                          REVENUE STREAMS
ʻs business model
PARTNER           KEY             OFFER           CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES                      RELATIONSHIPS       SEGMENTS




                                                                  wealthy
                              lend to poor                       westerners!
                                            !
                              entrepreneurs

                   KEY                          DISTRIBUTION
                RESOURCES                        CHANNELS
                                                 Kiva.org!
                                 loans!
                                                                      poor
                                                   local         entrepreneu
                                                                             rs!
                                                microfinance
                                                institutions!

          COST STRUCTURE                          REVENUE STREAMS

                                                   optional
                                                 donations on
                                                  top of loan!
ʻs business model
PARTNER           KEY                 OFFER           CUSTOMER          CUSTOMER
                ACTIVITIESeningMF
NETWORK
                    sc  re       s!
                                                    RELATIONSHIPS       SEGMENTS
        risk         insti tution
     management!
                                                                      wealthy
                managing          lend to poor                       westerners!
                                                !
                platform!         entrepreneurs

                   KEY                              DISTRIBUTION
                RESOURCES                            CHANNELS
                                                     Kiva.org!
                                      loans!
                 Kiva.org                                                 poor
                                                       local         entrepreneu
                Platform !                                                       rs!
                                                    microfinance
                                                    institutions!

          COST STRUCTURE                              REVENUE STREAMS

                                                       optional
                                                     donations on
                                                      top of loan!
ʻs business model
   PARTNER           KEY                 OFFER           CUSTOMER          CUSTOMER
                   ACTIVITIESeningMF
   NETWORK
                       sc  re       s!
                                                       RELATIONSHIPS       SEGMENTS
            risk        insti tution
         management!
                                                                         wealthy
                   managing          lend to poor                       westerners!
                                                   !
                   platform!         entrepreneurs
   Paypal!
                      KEY                              DISTRIBUTION
                   RESOURCES                            CHANNELS
                                                        Kiva.org!
                                         loans!
   local            Kiva.org                                                 poor
microfinance                                              local         entrepreneu
                   Platform !                                                       rs!
institutions!                                          microfinance
                                                       institutions!

             COST STRUCTURE                              REVENUE STREAMS

                                                          optional
                                                        donations on
                                                         top of loan!
ʻs business model
   PARTNER            KEY                    OFFER         CUSTOMER          CUSTOMER
                    ACTIVITIESening   MF
   NETWORK                  re
                           sc           s!
                                                         RELATIONSHIPS       SEGMENTS
            risk            insti tution
         management!
                                                                           wealthy
                    managing           lend to poor                       westerners!
                                                     !
                    platform!          entrepreneurs
   Paypal!
                       KEY                               DISTRIBUTION
                    RESOURCES                             CHANNELS
                                                          Kiva.org!
                                             loans!
   local             Kiva.org                                                  poor
microfinance                                                local         entrepreneu
                    Platform !                                                        rs!
institutions!                                            microfinance
                                                         institutions!

              COST STRUCTURE                               REVENUE STREAMS

                   platf                                    optional
   risk                 orm           screening!
                                                          donations on
                               !
management!                                                top of loan!
the Canvas is a
     handy tool
break‐out

session

map out the renowned business
model of…
Business Models Beyond Profit - Social Entrepreneurship Lecture
ʻs business model
PARTNER           KEY        OFFER     CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES           RELATIONSHIPS       SEGMENTS




                   KEY               DISTRIBUTION
                RESOURCES             CHANNELS




          COST STRUCTURE               REVENUE STREAMS
a rough sketch of Grameen Bank…
ʻs business model
PARTNER           KEY           OFFER         CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES                  RELATIONSHIPS       SEGMENTS




                                             personal!



                   KEY       micro-loans!   DISTRIBUTION
                RESOURCES                    CHANNELS            poor
                                                            entrepreneurs!



                                             branches!



          COST STRUCTURE                      REVENUE STREAMS
ʻs business model
PARTNER           KEY           OFFER         CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES                  RELATIONSHIPS       SEGMENTS




                                             personal!



                   KEY       micro-loans!   DISTRIBUTION
                RESOURCES                    CHANNELS             poor
                                                             entrepreneurs!



                                             branches!



          COST STRUCTURE                      REVENUE STREAMS

                                                  interest
                                                    rates!
ʻs business model
 PARTNER              KEY                OFFER         CUSTOMER          CUSTOMER
 NETWORK            ACTIVITIES                       RELATIONSHIPS       SEGMENTS
                         risk
                      management!

                         lending &                    personal!
                         collecting
                         payments!
                       KEY            micro-loans!   DISTRIBUTION
government!         RESOURCES                         CHANNELS             poor
                                                                      entrepreneurs!
                          branches!
                brand/
                trust!                                branches!

                    capital!
              COST STRUCTURE                           REVENUE STREAMS

                                                           interest
                                                             rates!
ʻs business model
 PARTNER              KEY                   OFFER         CUSTOMER          CUSTOMER
 NETWORK            ACTIVITIES                          RELATIONSHIPS       SEGMENTS
                         risk
                      management!

                         lending &                       personal!
                         collecting
                         payments!
                       KEY               micro-loans!   DISTRIBUTION
government!         RESOURCES                            CHANNELS             poor
                                                                         entrepreneurs!
                          branches!
                brand/
                trust!                                   branches!

                    capital!
              COST STRUCTURE                              REVENUE STREAMS

                               capital                        interest
                               costs!                           rates!
          people!
B   patterns
“ pattern in architecture is the
idea of capturing architectural
  design ideas as archetypical


                                                   ”
    and reusable descriptions
                                               
               Christopher Alexandert, Architect
buzz

group

how does a donor-
funded business model
look like?
        



                        ?
3rd party-funded business models
PARTNER           KEY              OFFER      CUSTOMER           CUSTOMER
NETWORK         ACTIVITIES                  RELATIONSHIPS        SEGMENTS




                    proposal    proposal!
                     writing!                                     donor!
                   KEY                      DISTRIBUTION
                RESOURCES                    CHANNELS




          COST STRUCTURE                      REVENUE STREAMS


                                                    donations!
3rd party-funded business models
PARTNER           KEY              OFFER      CUSTOMER           CUSTOMER
NETWORK         ACTIVITIES                  RELATIONSHIPS        SEGMENTS




                    proposal    proposal!
                     writing!                                     donor!
                   KEY                      DISTRIBUTION
                RESOURCES                    CHANNELS



              reputation!
                                mission!                         recipient!


          COST STRUCTURE                      REVENUE STREAMS


                                                    donations!
3rd party-funded business models
PARTNER           KEY              OFFER          CUSTOMER            CUSTOMER
NETWORK         ACTIVITIES                      RELATIONSHIPS         SEGMENTS

                                                         to
                                                   ency
                                               tend s on
                                                 focu oney
                                                       m
                                               do nor ( e)!
                    proposal                            c
                     writing!
                                proposal!          sour
                                                                       donor!
                   KEY                           DISTRIBUTION
                RESOURCES                         CHANNELS

                                                       t
                                               no direc ”
                                                       ck
              reputation!                         edba iary!
                                              “$fe nefic
                                                    e
                                mission!
                                            fr om b                   recipient!


          COST STRUCTURE                          REVENUE STREAMS


                                                         donations!
“ The dependence of nonprofits
     on begging – oops, I mean
fundraising – limits the sectorʼs
    self-respect, independence,


                                                     
”
              vision, and impact
           Michael Shuman, author of “Going Local”
example

Business Models Beyond Profit - Social Entrepreneurship Lecture
Iqbal Quadir

     dream
had a
Business Models Beyond Profit - Social Entrepreneurship Lecture
Business Models Beyond Profit - Social Entrepreneurship Lecture
Business Models Beyond Profit - Social Entrepreneurship Lecture
customer-funded business model
PARTNER           KEY         OFFER            CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES                   RELATIONSHIPS       SEGMENTS




                               mobile
                             connectivity!

                   KEY                       DISTRIBUTION
                RESOURCES                     CHANNELS




          COST STRUCTURE                       REVENUE STREAMS
customer-funded business model
PARTNER              KEY            OFFER            CUSTOMER          CUSTOMER
NETWORK            ACTIVITIES                      RELATIONSHIPS       SEGMENTS




                     network         mobile
                    management!    connectivity!

                      KEY                          DISTRIBUTION
                   RESOURCES                        CHANNELS




Telenor!                license!

             network!
           COST STRUCTURE                            REVENUE STREAMS



      network
     management!
customer-funded business model
PARTNER              KEY            OFFER            CUSTOMER         CUSTOMER
NETWORK            ACTIVITIES                      RELATIONSHIPS      SEGMENTS




                     network         mobile
                    management!    connectivity!

                      KEY                          DISTRIBUTION
                                                                      villagers!
                   RESOURCES                        CHANNELS



                                                             vide
Telenor!                license!         how     do you pro
                                                            to
                                             c onnectivity
                                                         n they
             network!
                                          vill agers whe          y
           COST STRUCTURE                           poor to bu
                                         are too REVENUE STREAMS
                                                  a phone?!

      network
     management!
customer-funded business model
PARTNER              KEY            OFFER             CUSTOMER           CUSTOMER
NETWORK            ACTIVITIES                       RELATIONSHIPS        SEGMENTS

                                                                    n
                                                   by   providing a
                                                                   loan
                                                 inte rmediary a
                                                                   e and
                                                 to b  uy a phon
                     network                                            s!
                                     mobile
                                                          c all service
Grameen             management!    connectivity! resell
 Bank!
                      KEY                            DISTRIBUTION
                                                                             villagers!
                   RESOURCES                          CHANNELS

                                                     phone
                                                     ladies!

Telenor!                license!

             network!
           COST STRUCTURE                             REVENUE STREAMS



      network
     management!
customer-funded business model
PARTNER              KEY            OFFER              CUSTOMER           CUSTOMER
NETWORK            ACTIVITIES                        RELATIONSHIPS        SEGMENTS




                     network         mobile
Grameen             management!    connectivity!
 Bank!
                      KEY                             DISTRIBUTION
                                                                           villagers!
                   RESOURCES                           CHANNELS

                                                      phone
                                     income           ladies!
                                   opportunity!
Telenor!                license!
                                                                       phone ladies!
             network!                              Grameen branches!
           COST STRUCTURE                              REVENUE STREAMS



      network
     management!
customer-funded business model
PARTNER              KEY            OFFER              CUSTOMER           CUSTOMER
NETWORK            ACTIVITIES                        RELATIONSHIPS        SEGMENTS




                     network         mobile
Grameen             management!    connectivity!
 Bank!
                      KEY                             DISTRIBUTION
                                                                           villagers!
                   RESOURCES                           CHANNELS

                                                      phone
                                     income           ladies!
                                   opportunity!
Telenor!                license!
                                                                       phone ladies!
             network!                              Grameen branches!
           COST STRUCTURE                              REVENUE STREAMS


                                                        communication
      network                                           revenues!
     management!
RESULTS
Rashmi, 24
Bangladeshi
village phone lady
2-3 $ daily income
there are about 250ʼ000
women retailing telephone
services in 60ʼ000 villages
giving access to about 100
million people
the 250ʼ000 telephones are
producing revenues at an
annual rate of well over $100
million for GrameenPhone
each entrepreneur makes
about $2 in profits per day
or about $700 per year
design from the customer perspective
PARTNER           KEY        OFFER     CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES           RELATIONSHIPS       SEGMENTS




                   KEY               DISTRIBUTION
                RESOURCES             CHANNELS




          COST STRUCTURE               REVENUE STREAMS
blended value / triple bottom line




  social and environmental cost
blended value / triple bottom line




  social and environmental cost
   social and environmental benefit
C   attitude
Business Models Beyond Profit - Social Entrepreneurship Lecture
Business Models Beyond Profit - Social Entrepreneurship Lecture
“   If you freeze to an idea too quickly,
    you fall in love with it. If you refine it
    too quickly, you become attached to
    it and it becomes very hard to keep
    exploring, to keep looking for better.

                                                ”
                     Jim Glymph, Gehry Partners
Business Models Beyond Profit - Social Entrepreneurship Lecture
business model prototyping




napkin sketch
business model prototyping




napkin sketch
   Canvas
business model prototyping




napkin sketch
   Canvas
   business case
business model prototyping




napkin sketch
   Canvas
   business case
   field test
key is: finding
the appropriate
business model
so you need to
   generate
 options first!
buzz

group

a   silly   exercise
the silly cow
exercise!
Muuuuhhhh
sketch out
3 business
 models..
…in which I,
the cow, play
the main act!
letʼs look at some examples…
cows-for-advertising
rent-a-cow-for-the-weekend
got it?
you got 2 minutes!
you got 2 minutes!


      GO!
example

Business Models Beyond Profit - Social Entrepreneurship Lecture
ʻs business model
PARTNER           KEY           OFFER     CUSTOMER          CUSTOMER
NETWORK         ACTIVITIES              RELATIONSHIPS       SEGMENTS




                   KEY                  DISTRIBUTION
                RESOURCES                CHANNELS




          COST STRUCTURE                  REVENUE STREAMS
D   process
five phases of business model design




 mobilize
 set the stage
five phases of business model design




 mobilize
        understand
 set the stage
    immersion
five phases of business model design




 mobilize
        understand
   design
 set the stage
    immersion
   inquiry
five phases of business model design




 mobilize
        understand
   design
    implement
 set the stage
    immersion
   inquiry
   execution
five phases of business model design




 mobilize
        understand
   design
    implement
   manage
 set the stage
    immersion
   inquiry
   execution
   evolution
financial
 spreadsheets

  environment
      analysis


implementation
     roadmap


   SWOT and
   uncertainty
     analysis
                  141
www.businessmodelgeneration.com
THANK YOU!!
                 www.businessmodelgeneration.com
               www.alexosterwalder.com (upcoming)
www.businessmodelalchemist.com (upcoming new blog)
                            Twitter: business_design

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Business Models Beyond Profit - Social Entrepreneurship Lecture

  • 1. how to systematically build! BUSINESS MODELS BEYOND PROFIT Alex Osterwalder, PhD! www.businessmodelgeneration.com Twitter: business_design
  • 2. this was a three hour lecture given at Jacobs University, Bremen, in the context of impACT3 - a pan-European student competition for social entrepreneurship www.act-for-impact.net sponsored by
  • 3. the world used to be divided into …
  • 6. Iʼve found that investors typically have two pockets, one for donations and one for ” maximizing profits Matt Scott, co-founder COSMOS Ignite
  • 7. social impact − + potential old school not-for-profit
  • 8. profit potential + social impact − + potential old school not-for-profit −
  • 9. profit potential + old school corporation social impact − + potential old school not-for-profit −
  • 10. profit potential + old school corporation x social impact − + potential old school not-for-profit −
  • 12. Business must be for profit but profit must also be for purpose ” Mads Kjaer co-founder MYC4
  • 13. profit potential + new school of old school conscientious corporations entrepreneurs social impact − + potential old school not- for-profits −
  • 16. so
  • 17. we need new tools to come-up with business models beyond profit
  • 18. my mission today is to help you…
  • 19. … systematically look at business models
  • 20. … and learn how to develop business models
  • 21. what do business models have to do with social & environmental impact?
  • 22. it’s key if you want to come up with innovative ways to “do good” AND “do well”
  • 28. A approach
  • 30. … have a business model?
  • 31. … have a business model?
  • 32. … have a business model?
  • 33. … have a business model?
  • 34. … have a business model?
  • 35. … have a business model?
  • 37. discuss with your neighbor what a business model is and write down your definition
  • 38. which elements did you mention when you defined a business model? ?
  • 40. “ there is a lack of definition ”
  • 41. “ few companies understand their existing business model well enough ”
  • 42. so we came up with a way to master business models through…
  • 44. Def_Business Model a business model describes the rationale of how an organization creates, delivers, and captures value
  • 46. the 9 building blocks of a business model images by JAM
  • 47. CUSTOMER SEGMENTS images by JAM
  • 48. VALUE PROPOSITIONS images by JAM
  • 49. CHANNELS images by JAM
  • 50. CUSTOMER RELATIONSHIOPS images by JAM
  • 51. REVENUE STREAMS images by JAM
  • 52. KEY RESOURCES images by JAM
  • 53. KEY ACTIVITIES images by JAM
  • 54. KEY PARTNERS images by JAM
  • 55. COST STRUCTURE images by JAM
  • 56. key value customer activities proposition relationships key customer partners segments cost revenue structure key distribution streams resources channels images by JAM
  • 57. key value customer activities proposition relationships key customer partners segments cost revenue structure key distribution streams resources channels images by JAM
  • 59. OVERLAY PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS images by JAM
  • 60. OVERLAY PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS images by JAM
  • 61. THE BUSINESS MODEL CANVAS PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS
  • 62. THE BUSINESS MODEL CANVAS PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS building block! building building building block! block! block! building block! KEY DISTRIBUTION RESOURCES CHANNELS building block! building block! building block! COST STRUCTURE REVENUE STREAMS building building building block! block! block!
  • 64. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS
  • 65. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS wealthy lend to poor westerners! ! entrepreneurs KEY DISTRIBUTION RESOURCES CHANNELS Kiva.org! COST STRUCTURE REVENUE STREAMS
  • 66. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS wealthy lend to poor westerners! ! entrepreneurs KEY DISTRIBUTION RESOURCES CHANNELS Kiva.org! loans! poor local entrepreneu rs! microfinance institutions! COST STRUCTURE REVENUE STREAMS
  • 67. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS wealthy lend to poor westerners! ! entrepreneurs KEY DISTRIBUTION RESOURCES CHANNELS Kiva.org! loans! poor local entrepreneu rs! microfinance institutions! COST STRUCTURE REVENUE STREAMS optional donations on top of loan!
  • 68. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER ACTIVITIESeningMF NETWORK sc re s! RELATIONSHIPS SEGMENTS risk insti tution management! wealthy managing lend to poor westerners! ! platform! entrepreneurs KEY DISTRIBUTION RESOURCES CHANNELS Kiva.org! loans! Kiva.org poor local entrepreneu Platform ! rs! microfinance institutions! COST STRUCTURE REVENUE STREAMS optional donations on top of loan!
  • 69. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER ACTIVITIESeningMF NETWORK sc re s! RELATIONSHIPS SEGMENTS risk insti tution management! wealthy managing lend to poor westerners! ! platform! entrepreneurs Paypal! KEY DISTRIBUTION RESOURCES CHANNELS Kiva.org! loans! local Kiva.org poor microfinance local entrepreneu Platform ! rs! institutions! microfinance institutions! COST STRUCTURE REVENUE STREAMS optional donations on top of loan!
  • 70. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER ACTIVITIESening MF NETWORK re sc s! RELATIONSHIPS SEGMENTS risk insti tution management! wealthy managing lend to poor westerners! ! platform! entrepreneurs Paypal! KEY DISTRIBUTION RESOURCES CHANNELS Kiva.org! loans! local Kiva.org poor microfinance local entrepreneu Platform ! rs! institutions! microfinance institutions! COST STRUCTURE REVENUE STREAMS platf optional risk orm screening! donations on ! management! top of loan!
  • 71. the Canvas is a handy tool
  • 73. map out the renowned business model of…
  • 75. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS
  • 76. a rough sketch of Grameen Bank…
  • 77. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS personal! KEY micro-loans! DISTRIBUTION RESOURCES CHANNELS poor entrepreneurs! branches! COST STRUCTURE REVENUE STREAMS
  • 78. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS personal! KEY micro-loans! DISTRIBUTION RESOURCES CHANNELS poor entrepreneurs! branches! COST STRUCTURE REVENUE STREAMS interest rates!
  • 79. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS risk management! lending & personal! collecting payments! KEY micro-loans! DISTRIBUTION government! RESOURCES CHANNELS poor entrepreneurs! branches! brand/ trust! branches! capital! COST STRUCTURE REVENUE STREAMS interest rates!
  • 80. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS risk management! lending & personal! collecting payments! KEY micro-loans! DISTRIBUTION government! RESOURCES CHANNELS poor entrepreneurs! branches! brand/ trust! branches! capital! COST STRUCTURE REVENUE STREAMS capital interest costs! rates! people!
  • 81. B patterns
  • 82. “ pattern in architecture is the idea of capturing architectural design ideas as archetypical ” and reusable descriptions Christopher Alexandert, Architect
  • 84. how does a donor- funded business model look like? ?
  • 85. 3rd party-funded business models PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS proposal proposal! writing! donor! KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS donations!
  • 86. 3rd party-funded business models PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS proposal proposal! writing! donor! KEY DISTRIBUTION RESOURCES CHANNELS reputation! mission! recipient! COST STRUCTURE REVENUE STREAMS donations!
  • 87. 3rd party-funded business models PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS to ency tend s on focu oney m do nor ( e)! proposal c writing! proposal! sour donor! KEY DISTRIBUTION RESOURCES CHANNELS t no direc ” ck reputation! edba iary! “$fe nefic e mission! fr om b recipient! COST STRUCTURE REVENUE STREAMS donations!
  • 88. “ The dependence of nonprofits on begging – oops, I mean fundraising – limits the sectorʼs self-respect, independence, ” vision, and impact Michael Shuman, author of “Going Local”
  • 91. Iqbal Quadir dream had a
  • 95. customer-funded business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS mobile connectivity! KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS
  • 96. customer-funded business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS network mobile management! connectivity! KEY DISTRIBUTION RESOURCES CHANNELS Telenor! license! network! COST STRUCTURE REVENUE STREAMS network management!
  • 97. customer-funded business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS network mobile management! connectivity! KEY DISTRIBUTION villagers! RESOURCES CHANNELS vide Telenor! license! how do you pro to c onnectivity n they network! vill agers whe y COST STRUCTURE poor to bu are too REVENUE STREAMS a phone?! network management!
  • 98. customer-funded business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS n by providing a loan inte rmediary a e and to b uy a phon network s! mobile c all service Grameen management! connectivity! resell Bank! KEY DISTRIBUTION villagers! RESOURCES CHANNELS phone ladies! Telenor! license! network! COST STRUCTURE REVENUE STREAMS network management!
  • 99. customer-funded business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS network mobile Grameen management! connectivity! Bank! KEY DISTRIBUTION villagers! RESOURCES CHANNELS phone income ladies! opportunity! Telenor! license! phone ladies! network! Grameen branches! COST STRUCTURE REVENUE STREAMS network management!
  • 100. customer-funded business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS network mobile Grameen management! connectivity! Bank! KEY DISTRIBUTION villagers! RESOURCES CHANNELS phone income ladies! opportunity! Telenor! license! phone ladies! network! Grameen branches! COST STRUCTURE REVENUE STREAMS communication network revenues! management!
  • 102. Rashmi, 24 Bangladeshi village phone lady 2-3 $ daily income
  • 103. there are about 250ʼ000 women retailing telephone services in 60ʼ000 villages giving access to about 100 million people
  • 104. the 250ʼ000 telephones are producing revenues at an annual rate of well over $100 million for GrameenPhone
  • 105. each entrepreneur makes about $2 in profits per day or about $700 per year
  • 106. design from the customer perspective PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS
  • 107. blended value / triple bottom line social and environmental cost
  • 108. blended value / triple bottom line social and environmental cost social and environmental benefit
  • 109. C attitude
  • 112. If you freeze to an idea too quickly, you fall in love with it. If you refine it too quickly, you become attached to it and it becomes very hard to keep exploring, to keep looking for better. ” Jim Glymph, Gehry Partners
  • 116. business model prototyping napkin sketch Canvas business case
  • 117. business model prototyping napkin sketch Canvas business case field test
  • 118. key is: finding the appropriate business model
  • 119. so you need to generate options first!
  • 121. a silly exercise
  • 125. …in which I, the cow, play the main act!
  • 126. letʼs look at some examples…
  • 130. you got 2 minutes!
  • 131. you got 2 minutes! GO!
  • 134. ʻs business model PARTNER KEY OFFER CUSTOMER CUSTOMER NETWORK ACTIVITIES RELATIONSHIPS SEGMENTS KEY DISTRIBUTION RESOURCES CHANNELS COST STRUCTURE REVENUE STREAMS
  • 135. D process
  • 136. five phases of business model design mobilize set the stage
  • 137. five phases of business model design mobilize understand set the stage immersion
  • 138. five phases of business model design mobilize understand design set the stage immersion inquiry
  • 139. five phases of business model design mobilize understand design implement set the stage immersion inquiry execution
  • 140. five phases of business model design mobilize understand design implement manage set the stage immersion inquiry execution evolution
  • 141. financial spreadsheets environment analysis implementation roadmap SWOT and uncertainty analysis 141
  • 143. THANK YOU!! www.businessmodelgeneration.com www.alexosterwalder.com (upcoming) www.businessmodelalchemist.com (upcoming new blog) Twitter: business_design