#BMG Introduction and Workshop for UMWW @DMEXCO in Cologne

© Vujàdé Ltd. – Supporting Forward Thinking

Jasper Bouwsma Founder & CEO Vujàdé Ltd. Köln, Deutschland 2013.09.18

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BUSINESS MODEL GENERATION A common language to develop and discuss business models


IN COLLABORATION WITH

© Vujàdé Ltd. – Supporting Forward Thinking 3

Vu-jà-dé

Vujàdé is the opposite of deja vu and gives the impression that something has not yet taken place, or has never been there.

Vujàdé is the opposite of deja vu and gives the impression that something

has not yet taken place, or has never been there.

In other words, Vujàdé stands for innovation.

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1. CORPORATE CONSULTING

2. START-UP SUPPORT

3. INCUBATION

À PROPOS

PARTNER

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Vujàdé unterstützt Entrepreneure, Start-ups und etablierte Unternehmen bei der erfolgreiche Weiterentwicklung und Vermarktung deren Innovationen.

Durch die Kombination von diversen Start-up und Firmenerfahrungen bringt Jasper einmalige Einsichten in Innovationsstrategie, den typischen Fehltritten und die Erfolgsfaktoren mit.

Jasper, geboren und aufgewachsen in Holland, studierte International Business an der Universität Maastricht (NL) und an der Universität Fribourg (CH). Zusätzlich belegte er Kurse in Innovationsstrategie und Management am MIT Sloan in Boston (USA) und am Stanford Research Institute in Menlo Park (USA).

Bis 2008 arbeitete er für den Schweizer Telekommunikationsanbieter Swisscom,

wo er die Inkubationsaktivitäten als “Head of Incubation” initiierte und führte. Im Herbst 2008 hat er die Vujàdé Ltd. gegründet.

Jasper lebt mit seiner Frau, zwei Töchtern und einem Sohn in der Nähe von Bern.

Jasper Bouwsma Founder & CEO Vujàdé Ltd.

Photo by: Vujàdé Ltd – Jasper Bouwsma

© Vujàdé Ltd. – Supporting Forward Thinking © Vujàdé Ltd. – Supporting Forward Thinking

TOPIC OUR

FOR THE NEXT 2 HRS

© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | © Vujàdé Ltd. – Supporting Forward Thinking 8

Business Modeling


Business Modeling

© Vujàdé Ltd. – Supporting Forward Thinking Slide | Slide | 10

Alexander Osterwalder A Swiss Business Book author.


Insert Photo of book with Jasper’s Name.

Co-Created by 470 practitioners from 45 countries.


AGENDA

REFLEXION A NEW GENERATION THE BUSINESS MODEL GENERATION

LET’S GET TO WORK: 5 CASES 5 GROUPS

I II III

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BUT BEFORE WE

START


EXPECTATIONS YOUR WHAT ARE ?!


AGENDA



I II III

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AGENDA

II III 1 2 3

BUSINESS MODEL GENERATION

I

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QUESTION HOW MUCH DOES 1KG COFFEE COST

?


CHF6.95


CHF95.-


WHY HAS NESPRESSO BEEN SO SUCCESSFUL?

?


NESPRESSO CHANGED THE

BUSINESS MODEL FOR COFFEE


RESULT 2011 USD3.2B

(BY A SINGLE PRODUCT…)


BUZZ GROUP


DISCUSS & DESCRIBE WHAT YOU THINK

NESPRESSO’S BUSINESS MODEL

IS.


2’


BUZZZZZZZ


PLEASE EXCUSE MYFRENCH


BUT THAT IS

BLAH BOARD ROOM BLAH BLAH


BULL SHIT BINGO


Business Model Canvas: Creating a common language for business modeling.


AGENDA

II III 1 2 3


I

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KEY PARTNERS CUSTOMER SEGMENTS

VALUE PROPOSITIONS

CUSTOMER RELATIONSHIP

CHANNELS

KEY ACTIVITIES

KEY RESOURCES

COST STRUCTURE REVENUE STREAMS

THE BUSINESS MODEL CANVAS

Alexander Osterwalder www.businessmodelgeneration.com


VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES





VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES





VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES





VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES





VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES



House- hold

N-Club

Stores

Produc-tion

Marketing

Machine Pro-

ducers

Produc-tion

Distri-bution

Marketing Machine Pods

Call Center N.com

Brand

Produc-tion

facilities

Distri-

bution

channel

s

Retail

Patents IP

(1800+ patents) Business


ANECDOTE



VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES





VALUE PROPOSITIONS


KEY ACTIVITIES



CHANNELS KEY RESOURCES

House- hold

N-Club

Stores

Produc-tion

Marketing

Machine Pro-

ducers

Produc-tion

Distri-bution

Marketing Machine Pods

Call Center N.com

Brand

Produc-tion

facilities

Distri-

bution

channel

s

Retail

Patents IP

(1800+ patents) Business


WHAT IS A BUSINESS MODEL

?

© Vujàdé Ltd. – Supporting Forward Thinking Vujàdé Ltd. – Supporting Forward Thinking

REVENUE MODEL ≠

BUSINESS MODEL


A BUSINESS MODEL DESCRIBES THE

RATIONALE OF HOW AN ORGANIZATION

CREATES, DELIVERS, AND CAPTURES VALUE



VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES





VALUE PROPOSITIONS


CHANNELS

KEY ACTIVITIES

KEY RESOURCES




AGENDA

II III 1 2 3


I

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5’ EXERCISE

BUSINESS MODEL

THE BUSINESS MODEL CANVASKeyPartners

Project Name Iteration Nr

Channels

www.businessmodelgeneration.comThis work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License.

To view a copy of this license, visit http://creativecommons.org/licenses/by-sa/3.0/ or send aletter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.

Vujàdé Ltd. – Consulting I Start-up Support I IncubationElfenaustrasse 3 I CH-2502 Biel/Bienne I Switzerland +41 32 32 32 300 I [email protected] I www.vujade.comwww.slideshare.net/vujade

KeyActivities

ValueProposition

CustomerRelationship

CustomerSegments

KeyRessources

CostStructure

RevenueStreams

images by Mathilde

images by Mathilde

community

community

catalogue development

catalogue development

employees

employees

worldwide coverage

worldwide coverage

sales & marketing

sales & marketing

platform

platform

pay pal

pay pal

sales & marketing

sales & marketing

photographers

photographers

helpdesk

helpdesk


VALUE PROPOSITIONS

KEY ACTIVITIES

KEY RESOURCES

REVENUE STREAMS COST STRUCTURE



CHANNELS

Images by Mathilda, with warm thanks to Yves Pigneur


BEFORE

WE MOVE

ON


WE SHOULD QUICKLY FINISH


TALKING ABOUT

COFFEE


HAS TAKEN A WHILE TO BECOME

SUCCESSFUL…

NESPRESSO


1987


THE RIGHT BUSINESS MODEL CAN BE THE DIFFERENCE BETWEEN SUCCESS AND

FAILURE FOR EXACTLY THE SAME TECHNOLOGY OR

PRODUCT


WHY WILL NESPRESSO EVEN

BE MORE SUCCESSFUL?

?


WE ARE MOVING FROM PORTFOLIOS OF PRODUCTS

TO PORTFOLIOS OF

BUSINESS MODELS.


AGENDA



I II III

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AGENDA

I III

LET’S GET TO WORK 5 CASES 5 GROUPS

II 1 2 3

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5GROUPS 5CASES


5 GROUPS | 5 CASES


5 GROUPS | 5 CASES A CHALLENGE FOR EACH…


5 GROUPS | 5 CASES A CHALENGE FOR EACH..


Work on the Frontstage of the Business Model Canvas •  Wertangebote •  Kundensegmente •  Kundenbeziehungen •  Kanäle •  Einnahmequellen 25 Minuten

Vergangenheit

Zukunft

5 GROUPS | 5 CASES ENJOY PART 1 (25’)


Work on the Backstage of the Business Model Canvas •  Wertangebote •  Schlüsselpartner •  Schlüsselaktivitäten •  Schlüsselressourcen •  Kostenstruktur 20 Minutes

Vergangenheit

Zukunft

5 GROUPS | 5 CASES ENJOY PART 2 (20’)


AGENDA



I II III

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AGENDA

I II 1 2 3

PITCH & REFLEXION

III

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Share your key-findings: •  Bankruptcy or is their a future for your case? •  Will it be easy to face the challenge? •  Was the canvas useful for the group discussion?

5 GROUPS | 5 CASES PITCH PER GROUP (2’)


WRAP

UP VJD


BUSINESS MODEL ENVIRONMENT

The three layers



A) BUSINESS MODEL LAYER •  Build prototypes for your business model •  Discuss and select the prototype you are going to

further develop



B) HYPOTHESES LAYER •  Quantify your model with hypotheses •  Analyse your enviroment and develop foresights •  Build hypotheses for the market, competitors,

customers and challenges



C) TEST LAYER •  GOOTB!!! •  Test your hypotheses by asking customers and partners •  Iterate your Business Model •  Constantly test your models and reiterate



The stages of an iteractive process


FURTHER METHODS

SOME



VALUE PROPOSITION CANVAS

CUSTOMER JOBS

PRODUCTS & SERVICES

PAIN RELIEVERS

GAIN CREATORS GAINS

PAINS


CUSTOMER FOCUS

STRATEGYZER.COM


QUESTIONS & ANSWERS


Eric Hoffer, (July 25, 1902 – May 21, 1983) American social writer and philosopher ”

In times of change learners inherit the earth;

while the learned find themselves beautifully equipped to deal with a

world that no longer exists.

“

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Jasp

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ouw

sma


Vujàdé Ltd. Postal Address P.O. Box 4 CH-3257 Grossaffoltern

Visiting Address Elfenaustrasse 3 CH-2502 Biel/Bienne +41 (0)32 32 32 300

Online www.vujade.com [email protected]

VujadeLtd

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#BMG Introduction and Workshop for UMWW @DMEXCO in Cologne

Business

Transcript of #BMG Introduction and Workshop for UMWW @DMEXCO in Cologne