the pitchmethod: business model canvas
DESCRIPTION
The Pitch Method es una metodología que permite a cualquier persona mejorar la presentación de su idea, proyecto o negocio para convencer a un inversionista, jefe, cliente, socio estratégico o familiar.La metodología es el resultado de la evaluación de cientos de presentaciones de emprendedores en Latino América y EEUU y críticas entregadas por inversionistas y paneles de expertos. Tim Delhaes y otros mentores han realizado talleres sobre esta metodología en diferentes países de Latino y Centro América para universidades, incubadoras y grandes empresas, dentro de las que destacan la Universidad de Chile, Universidad Cátolica, GTZ, Endeavor, Fusades y muchas más.TRANSCRIPT
The Pitch Method
Business Model Canvasthepitchmethod.com
Tim DelhaesDirector First Tuesday
Co-fundador Tigabytes.com
CUSTOMER SEGMENTS
which customers and users are you serving? which jobs do they really want to get done?
VALUE PROPOSITIONS
what are you offering them? what is that getting done for them? do they care?
CHANNELS
how does each customer segment want to be reached? through which interaction points?
CUSTOMER RELATIONSHIPS
what relationships are you establishing with each segment? personal? automated? acquisitive? retentive?
REVENUE STREAMS
what are customers really willing to pay for? how? are you generating transactional or recurring
revenues?
KEY RESOURCES
which resources underpin your business model? which assets are essential?
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KEY ACTIVITIES
which activities do you need to perform well in your business model? what is crucial?
KEY PARTNERS
which partners and suppliers leverage your model?
who do you need to rely on?
COST STRUCTURE
what is the resulting cost structure? which key elements drive your costs?
12images by JAM
customer segments
key partners
cost structure
revenue streams
channels
customer relationships
key activities
key resources
value proposition
sketch out your business model
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<Nombre del Proyecto/Empresa><Nombre persona/estudiante>Fecha: XXXCurso:XXX
<High Level Pitch!>
“Agency” FeesPlatform
Test Hypotheses:• Problem• Customer• User• Payer
Test Hypotheses:• Demand Creation
Test Hypotheses:• Channel
Test Hypotheses:• Product• Market Type• Competitive
Test Hypotheses:• Pricing Model / Pricing
Test Hypotheses:• Size of Opportunity/Market• Validate Business Model
Test Hypotheses:• Channel• (Customer)• (Problem) Customer
Development Team
Agile Development
<Nombre del Proyecto/Empresa><Nombre persona/estudiante>Fecha: XXXCurso:XXX
<High Level Pitch!>
EJEMPLOSBusiness Model Canvas
StudentsAccess to discounts
Student Discount Card
Global Education Programs
Direct Sales Service Providers
On-line memberships
Global channel to students
Membership Fees
Sales Comissions
“Agency” Fees
Sales and “creating” deals
Marketing (campaign execution)
Local and global partnerships
Membership and networking platform
Sallaries/Key activities
On-line Marketing
On-line marketing
Platform
Nesspresso
Sell a Band
Mobility Services AG
STRATEGIC ANALISESAppendix
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 market segmentation?
What is a target market?
What are they key positions in an
executive management team,
key functions ?
What are different strategies around customer acquisition and
customer retention? What is the product or service development
process?
What are strategic
alliances?
What is the concept of cannibalization
and channel conflict?
Marketing + Management
CUSTOMER How do you engage the customer in either creating the value
proposition or continuous improvement?
What are pricing strategies?
What is product positioning and how and
why do you do an industry analysis?
Design Business Bridge: Designing The Future of Business HMcGowan 2009
DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS
How can I use statistics to measure
a market size?
What does a Chief Operations Officer
(COO) do ?
How can I use statistics to define customer
preferences? What is knowledge
management?
How can I use data from my suppliers or
distributors to inform product development?
How can I use data from my distribution
channels?
Statistics +Operations
DECISIONS
How can I get and use market feedback?
How does your supply chain build your cost structure
How can I use statistics to understand my offering in the
marketplace against alternatives?
Design Business Bridge: Designing The Future of Business HMcGowan 2009
DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS
How can I understand the revenue of each
customer segment?
How can I decide how to finance my business?
How can I understand my revenue by customer?
What is cost of sales? cost of goods sold?
How can I partner to reduce my
costs?
What are my sales costs and how can I minimize these distribution
costs?
Finance + Economics
EVALUATION How can I understand 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 it matter
What is a balance sheet and how do you read it
What is an income statement and why do I pay attention to profit and loss
Why and how are companies valued