The Pitch Method

Business Model Canvas

thepitchmethod.com

Tim Delhaes
Director 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?

KEY ACTIVITIES

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

key activities

value proposition

customer relationships

key partners

customer segments

cost structure

key resources

revenue streams channels

images by JAM
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sketch out your business model

<Nombre del Proyecto/Empresa>

<Nombre persona/estudiante>
Fecha: XXX Curso:XXX

<High Level Pitch!>

Platform

Agency Fees

<Nombre del Proyecto/Empresa>

<Nombre persona/estudiante>
Fecha: XXX Curso:XXX

<High Level Pitch!>

Test Hypotheses: Channel (Customer) (Problem)

Agile Development

Test Hypotheses: Product Market Type Competitive

Test Hypotheses: Demand Creation

Test Hypotheses: Problem Customer User Payer

Customer Development Team

Test Hypotheses: Channel

Test Hypotheses: Size of Opportunity/Market Validate Business Model

Test Hypotheses: Pricing Model / Pricing

Business Model Canvas

EJEMPLOS

Student Discount Card

Sales and creating deals

Marketing (campaign execution)

Global channel to students

Direct Sales

Service Providers

Global Education Programs

Local and global partnerships

On-line memberships

Access to discounts
Membership and networking platform On-line marketing

Students

Sallaries/Key activities On-line Marketing

Membership Fees Sales Comissions

Platform

Agency Fees

Nesspresso

Sell a Band

Mobility Services AG

Appendix

STRATEGIC ANALISES

DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS

CUSTOMER
Marketing + Management

What is the product or service development process?

How do you engage the customer in either creating the value proposition or continuous improvement?

What is product positioning and how and why do you do an industry analysis?

What are different strategies around customer acquisition and customer retention?

What is a market segmentation? What are strategic alliances?

What is a target market?

What are they key positions in an executive management team, key functions ?

What is the concept of cannibalization and channel conflict?

What is a market channel?

What are pricing strategies?

Design Business Bridge: Designing The Future of Business HMcGowan 2009

DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS

DECISIONS
What is knowledge management? How can I use statistics to understand my offering in the marketplace against How can I get and use alternatives? market feedback? How can I use statistics to define customer preferences? How can I use statistics to measure a market size? How can I use data from my suppliers or distributors to inform product development? How can I use data from my distribution channels? What does a Chief Operations Officer (COO) do ?

Statistics + Operations

How does your supply chain build your cost structure

Design Business Bridge: Designing The Future of Business HMcGowan 2009

DESIGN BUSINESS BRIDGE: DESIGNING THE FUTURE OF BUSINESS

EVALUATION
What is cost of sales? cost of goods sold?
Finance + Economics

How can I understand my revenue growth, decline?

How can I understand my revenue by customer?

How can I understand the revenue of each customer segment?

How can I partner to reduce my costs?

Other concepts What 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

How can I decide how to finance my business?

What is a gross profit margin? Net profit? fixed vs. variable costs?
Design Business Bridge: Designing The Future of Business HMcGowan 2009

What are my sales costs and how can I minimize these distribution costs?