COMPONENTS OF BUSINESS MODEL CANVAS List the top

COMPONENTS OF BUSINESS MODEL CANVAS List the top three segments. List your top three revenue How does this show up The people, knowledge, List your top costs by Look for the segments that streams. If you do things for & how do you maintain means and money you looking at activities provide the most revenue. free, add them here too. the relationship? need to run your business. and resources. CUSTOMER SEGMENTS REVENUE STREAM CUSTOMER RELATIONSHIP KEY RESOURCES COST STRUCTURE 01 02 07 05 03 04 06 09 08 VALUE PROPOSITION CHANNELS KEY ACTIVITIES KEY PARTNERS List the partners that you What do you do List the partners that you can not do business everyday to run your can not do business without (not suppliers) business model? without (not suppliers)

BUSINESS MODEL CANVAS KEY ACTIVITIES KEY PARTNERS • How do you get, keep and • • How do you interact with your • make money? upsell customers? • What do you need to do well to VALUE PROPOSITIONS • What kind of activities you What value do you deliver • to the customers? • Which problem(s)are we CUSTOMER SEGMENTS CUSTOMER RELATIONSHIP • How do you get, keep and • Who are your customers? grow/upsell customers? • Who are you creating How do you interact with current and potential need to provide that value helping to solve for the your current and potential customers? to the customer? customers? value for? What type of relationship do they expect from working with you? KEY RESOURCES • CHANNELS What resource do you • need to deliver that value How do you deliver your product or service? proposition? • How are you reaching your customers and prospects? COST STRUCTURE REVENUE STREAMS • What the major cost drivers for the business? • How is the business earning revenue from customers & delivering the value proposition ? • Include key resource and key activities in this. • What kind of revenue stream will the business be (primarily) replying on? • What type of cost structure are you going to be using ?

BUSINESS MODEL CANVAS KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITIONS Offering new product Partnership agreements Betting in other areas Open handset alliance CUSTOMER RELATIONSHIP CUSTOMER SEGMENTS Support to businesses Free search engine Expanding the Ad. Words networks Internet users Free tools & apps Agencies, marketer & businesses Digital network publishers Content producers KEY RESOURCES IT infrastructure R&D investments Data centers costs, traffic acquisition costs, R&D costs, sales and marketing costs COST STRUCTURE Targeted text-based ads for businesses Content monetization CHANNELS Digital network members Global sales team Deals & partnership Digital advertising network, other revenue (app, in-app purchases, app store, cloud and hardware) REVENUE STREAMS

BUSINESS MODEL CANVAS KEY PARTNERS Logistics partners KEY ACTIVITIES Merchant Affiliates Production & Convenience CUSTOMER RELATIONSHIP leverages Automated Network of sellers KEY RESOURCES ereaders Global consumer Vast selection Physical warehouse Affiliates Web apps & Application interfaces COST STRUCTURE IT & fulfillment infrastructure market CHANNELS development Low cost structure Group leverages service Instant fulfillment with CUSTOMER SEGMENTS Individual Self-service Price design Authors & publishers VALUE PROPOSITIONS REVENUE STREAMS Economics scale Sale of assets E-book and Prime monthly Commission on content subscription fees reseller sales

LEAN BUSINESS CANVAS SOLUTION UNIQUE VALUE PROP UNFAIR ADVANTAGE CUSTOMER SEGENTS Support cases get lost or All cases saved in one place, Web-based help desk software. Help Become an authority on Small businesses (REALLY forgotten about with current status & history your customers in record time support niche blog? need a vertical!) Support cases are hard to Add/remove agents to Help desk software that’s share and delegate. case via web interface easier than email CHANNELS Help desk software is Happy agents will make complicated and slow SEO (competitive) + Sales happy customers website, Any add-on? PROBLEM KEY METRICS Create customer service blog for THIS vertical Tickets created per day Shared inbox, Autotask, Zendesk etc. , Open source ticketing systems Primary user: Help desk Agent, Secondary user: Customer’s Customer Some vertical that has specific needs not addressed by most help desk software Tickets updated per day COST STRUCTURE Hosting + billing People costs: $0 gateway costs: Usability testing : $800 $304/month ($40*20 people) REVENUE STREAMS Break even: 45 customers 30 -day free trial @ $24. 95/month per company

Personalized Recommendation Streaming Experience Watch Overseas Strong Band Symbol of Status Content Quality Availability of Light Events Setup and Installation Number of Commercials Price LOW HIGH STRATEGY CANVAS Company A Divergent value proposition Company B Company C

STRATEGY SKETCH CANVAS Risks & Costs Revenue Model Partners Resources & Competencies VALUE PROPOSITION Values & Goals Organizational Climate Customers & Needs Competitors

VALUE PROPOSITION CANVAS GAIN CREATORS Describe how your products & services create customer gains. PRODUCT & SERVICE Including functional utility Describe the benefit your customer expects desires or would be surprised by List all products and Describe what a specific services your value customer segment is proposition is built around trying to get done Describe negative emotions, How do they eliminate undesired costs & situation negative emotions, undesired that customer experience costs and risks your customer PAIN RELIEVERS

VALUE PROPOSITION CANVAS Value proposition: _________________ Discounts Only for you You might Miss at Home Customer segment: _________________ Better relationship Customer preferences Personalized discounts Surprise customers GAIN CREATORS PRODUCTS/ SERVICES CRM System Identify customer needs, sell goods GAINS CUSTOME R JOBS Order goods, marketing PAINS PAIN RELIEVERS Customer’s overview Low sales goods Customer’s shopping history Losses due to undisposed items Unknown life time value of customers Unknown sales track

PRODUCT CANVAS VISION REVENUE STREAMS COST FACTORS CHANNELS Your clear view of your world Customer referrals Liability insurance Agency flyers Referral fees Real estate agent referral Equipment cost Groupon coupons Promotional mails Builder group contracts Local web searches BUSINESS VALUE CUSTOMER VALUE TECHNOLOGY VALUE VP product Customer ratings Home owners, schedulers Not losing time waiting time Tech support Reduce human errors Director product Reputation Contractors Convenience Device partner Profile security Temp workers Reduce unpaid invoice risk Real estate agents Competitive cost Hosting cost Scalability COMPETITIVE/LEADER LANDSCAPE INNOVATION WAVES (technology | platforms | standards) Competition Threats Superior Capability Company A In-house talents High search hits Cloud based data storage AI & Estimating & Scheduling Company B Lowest cost Pre-payment policy Payment devices Compliance standard

PRODUCT CANVAS PRODUCT VISION PRODUCT NAME Combination of the motivation for creating the product & the key functionalities that make the product stand out. Write you product name USER JOURNEYS PERSONAS READY STORIES Create customer journeys, storyboards and user-flows to define how the ser will realize his or her tasks. Note that user-flows are the minimum. Use storyboards and customer journeys if applicable Create provisional personas of the Target Group users by : CONSTRAINTS • Research • Input from experts • Input from users (interviews) DESIGN EPICS Create a list of ready user stories that cover at least the first sprint. Describe the most important “boundaries” of the implementation. Minimal design of the Describe the larger blocks application, taking of functionality. Basically emergent design needs big user stories that have into consideration: yet need to be divided & wireframes, sitemap etc. detailed into user stories

TEAM MEMBERS PRODUCT VISION CANVAS • Kathy Whitmore • Jacob Smith • Daphne Moore • David King TEAM LEADER Jake Johnsons THE PROBLEM MEANINGFUL TRENDS INNOVATION What is the most exciting problem we What are the key trends in If a startup came into our space & could solve? What problem scares us? technology, user expectations started working with no legacy What problem, if solved, would be and culture that will rapidly systems and no process and no transformational for our users? change over the next 5 years? hierarchy, what would they do? USER BENEFITS CORE COMPETENCIES PRODUCT GOALS What would make a 10 x change to the What will we choose to What could we be doing that makes way in which we help our users? How believe, that we cannot prove, you evangelical about spreading the do we create new value for users rather int the pursuit of word of what you’re working on? than cement what we have? transformational change? what would you want to go?

AGILE PROJECT CANVAS PROBLEM BUSINESS READINESS SCOPE ELEVATOR PITCH • Key features For [target end user] who [state a • Goals need or opportunity], the [project • Project Category name] is] [project type]. that brings TECHNICAL SOLUTIONS • Support [top benefit]. Unlike [current or • Operations competitive solution] our project [state solution differentiate] • Top 3 reasons • Urgency • Staff. affected • Opporunities • Training • Pains/Gains • Systems • Dependencies on other projects • Tools • Dependencies on vendors • Languages • Core team • Libraries • Specialists • Dependent teams DESIRED TEAM RISKS • Identify risks • Identify the possibility of facing it CUSTOMER SEGMENTS COST BENEFITS • High level sizing • Top three benefits • Risk reduction • Team and resources • User and business value • Key metrics • Sources of funds, Customer acquisition cost • Opportunity enablement • Users • Influencers • Owner’s • Early adopters • Other Stakeholder

THE PRODUCT-MARKET FIT CANVAS CUSTOMER SEGMENT: ____________ Characteristics PRODUCT/SERVICE: _____________ Alternatives WHO is the typical customer for your product/ The approaches your customer is currently taking to service & what job(s) he/she is trying to get done? get their job done, including the tools they are using Problem & Needs Key Features WHY do you customers need to use your The essential elements that your product or service product/service in order to get their job(s) done? must have to meet customers need & solve problem Channel Value for the Channel HOW do your customers acquire your product/service? The value you channel will get by offering and selling your product or services User Experience Key Metrics WHAT does your customer do with the The key things to measure to know if you customer is product/service to get real value? getting real value. These will help to achieve market fit

BE, understand RC 06. CUSTOMER LIMITATIONS Who is your customer? What limits your customers to act when problem Which solutions are available to the customer e. g. : working parents of 0 -5 year old kids occurs? Spending power, budget, no cash in the when he/she is facing the problem? What had pocket? Network connection? Available devices? he/she tried in the past? Pluses & minuses? (e. g. budget, devices) (pulses & minuses) AS CL CS 09. PROBLEM ROOT/CAUSE 07. BEHAVIOR Which problem do you solve for your customers? There. could be What is the root of every problem from the list? e. g. What does your customer do about/around/directly or indirectly more than one, explore different sides. e. g. existing solar people think that solar panels are bad investment related to the problem? e. g. direct: tried different green energy solutions for private houses aren’t considered a good right now because they are too expensive calculator in search for the best, indirect: volunteering work 02. PROBLEM/PAINS (+ its frequency) (+ its intensity) investments BE RC PR 10. SOLUTION 08. CHANNELS OF BEHAVIOR (ONLINE) What triggers customer to act? e. g. seeing their If your working on existing business - write down Extract channels from behavior block neighbor installing solar panel, reding about existing solution first, fill in the canvas & check how innovation, more beautiful & efficient solution TR CH much does it fit reality. If you are working on a new business proposition than keep it blank until you fill in the canvas & come up with solution that fits within customer limitation, solves a problem & matches 04. EMOTIONS (before/after) 08. CHANNELS OF BEHAVIOR (OFFLINE) customer behavior. Which emotion do people feel before/after this problem Extract channels from behavior block and is solved? Use it in your communication strategy. EM SL use for customer development Extract. online & offline CH & BE 03. TRIGGERS TO ACT understand RC Focus on PR, tap into 05. AVAILABLE SOLUTIONS 01. CUSTOMER SEGMENTS Version: ______ Focus on PR, tap into BE, Identify strong TR. & EM Product purpose: ________________ Explore AS, differentiate Define CS, fit into CL PROBLEM-SOLUTION FIT CANVAS