por Thomas Juli hace 11 años
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What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive?
- cost-driven vs. value-driven
- fixed costs
- variable costs
- economies of scale
- economies of scope
Who are our Key Partners? Who are our key suppliers?
Which Key Resources are we acquiring from partners?
Which Key Activities do partners perform?
- optimization and economy of scale
- reduction of risk and uncertainty
- acquisition of particular resources and activities
What Key Resources do our ... require?
... Value Propositions
... Distribution Channels
... Customer Relationships
... Revenue Streams
- physical
- intellectual
- human
- financial
What Key Activities do our Value Propositions require?
Our Distribution Channels? Customer Relationships? Revenue Streams?
- production
- problem solving
- platform / network
For what value are our customers really willing to pay?
For what do they currently pay? How are they currently paying? How would they prefer to pay? How much does each Revenue Stream contribute to overall revenues?
- asset sales
- usage fee
- subscription fees
- lending / renting / leasing
- licensing
- brokerage fees
- advertising
What type of relationship does each of our Customer Segments expect us to establish and maintain with them?
Which ones have we established? How costly are they?
How are they integrated with the rest of our business model?
- personal assistance
- dedicated personal assistance
- self-service
- automated services
- communities
- co-creation
(LinkedIn)
Email / Contact - Response within 72 hours
Forum
FAQ's
easy to use
interfacing / linking with Social Networks
communities of like-minded individuals
let users organize them by themselves
organized
notifications based on profile / interests
frequency
never
weekly
daily
immediately
update
interested / interesting / breakthrough topics
Through which Channels do our Customer Segments want to be reached? How are we reaching them now?
How are our Channels integrated? Which ones work best?
Which ones are most cost-efficient? How are we integrating them with customer routines?
5 distinct phases:
- awareness
- evaluation
- purchase
- delivery
- after sales
What value do we deliver to the customer?
Which one of our customer’s problems are we helping to solve?
Which customer needs are we satisfying?
What bundles of products and services are we offering to each Customer Segment?
- newness - performance - customization - “getting the job done” - design - brand/status - price - cost reduction - risk reduction - accessibility - convenience / usability
For whom are we creating value? Who are our most important customers? - mass market - niche market - segmented - diversified - multi-sided platforms / markets
