Helpful Questions
- Who are our key partners?
- Who are our key suppliers?
- Which resources are we acquiring from partners?
- Which activities do partners perform?
Motivations For Partnerships
- Optimization and economy
- Reduction of risk and uncertainty
- Acquisition of particular resources and activities
Helpful Questions
- What key activities do our value propositions require?
- What key activities do our distribution channels require?
- What key activities do our customer relationships require?
- What key activities do our revenue streams require?
Categories
- Production / Development
- Problem Solving
- Platform / Network
- Distribution
Helpful Questions
- What value do we deliver to the customer?
- Which of our customer’s problems are we solving?
- Which customer needs are we satisfying?
- What bundles of products / services are we offering?
Value Proposition Categories
- Quantitative (Price & Efficiency)
- Qualitative (Customer Experience & Outcome)
Sample Characteristics
- Newness
- Performance & Optimisation
- Customisation
- Accessibility
- Convenience & Usability (Reduction of Friction)
- “Getting the job done”
- Prestige (Design, Brand, Status)
- Cost Reduction
- Risk Reduction
Helpful Questions
- What type of relationship does each customer expect?
- Which ones have we already established?
- How are they integrated with the rest of our business model?
- How costly are they?
Examples
- Personal Assistance
- Self-Service
- Automated Services
- Communities
- Co-Creation
Helpful Questions
- For whom are we creating value?
- Who are our most important customers?
Sample Markets
- Mass Market
- Niche Market
- Segmented
- Diversified
- Multi-Sided Platform
Helpful Questions
- What key resources do our value propositions require?
- What key resources do our distribution channels require?
- What key resources do our customer relationships require?
- What key resources do our revenue streams require?
Types Of Resources
- Physical
- Intellectual (e.g. Patents, Copyrights, Data)
- Human
- Financial
1. Awareness
How do we raise awareness about our products / services?
2. Evaluation
How do we help customers evaluate our value propositions?
3. Purchase
How do we allow customers to purchase our products / services?
4. Delivery
How do we deliver a value proposition to our customers?
5. After Sales
How to we provide post-purchase customer support?
Helpful Questions
- What are the most important costs?
- Which key resources are most expensive?
- Which key activities are most expensive?
Classes Of Business Structures
- Cost-Driven (lean, low price value proposition, automated)
- Value-Driven (focused on value creation, premium value proposition)
Sample Characteristics
- Fixed Costs
- Variable Costs
- Economies Of Scale
- Economies Of Scope
Helpful Questions
- For what value are 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?
Types
- Asset Sale
- Usage Fee
- Subscription Fees
- Lending / Renting / Leasing
- Licensing
- Brokerage fees
- Advertising
Fixed Pricing
- List Price
- Product Feature Dependent
- Customer Segment Dependent
- Volume Dependent
Dynamic Pricing
- Negotiation (Bargaining)
- Yield Market
- Real-Time Market