Two Core Strategy Tools: The Business Model Canvas and the 5 Key Questions of Strategy
TopicOutline§ Slide3– StrategyandthePerformanceGap§ Slides4to42– TheCurrentBusinessModelCanvas§ Slides43to66– AnalysisoftheCurrentBusinessModel
– ExternalForces– 44to50– SWOTAnalysisandtheTOWSMatrix– 51to62– BlueOceanStrategyandtheERRCMatrix– 63to65
§ Slides67to75– TheFiveKeyQuestionsofStrategyDevelopment
§ Slide75/76– TheSummaryToolKit
Time
Out
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StrategicGap = Diagnosis
Goal = Guiding Philosophy(Objective)
Current Path
TODAY
The Performance Gap
Coherent Actions = Scope &Advantage
OutlineofTopics§ TheBusinessModelCanvas
– DefinitionofBusinessModel– TheCanvas– VisualThinking– Ourdeliverable
§ ValuePropositionandCustomerSegments– TheValuePropositionCanvas– EmpathyMap
§ CustomerRelationshipsandChannels§ DevelopourValuePropositions:KeyResources,Activities
andPartnerships§ EconomicsoftheBusinessModel:RevenueStreamsand
CostStructure§ StrategyandtheCanvas
WhatisaBusinessModel?§ Abusinessmodeldescribestherationaleofhowanorganizationcreates,deliversandcapturesvalue
HowtheNineElementsRelate
http://www.slideshare.net/iasaglobal/case-study-value-of-it-strategy-in-hi-tech-industry
Aviewwiththeendinmind
Fromideatobusinessmodel--https://youtube.com/watch?v=wwShFsSFb-YVisualizingyourbusinessmodel--https://youtube.com/watch?v=wlKP-BaC0jAPrototypingbusinessmodels--https://youtube.com/watch?v=iA5MVUNkSkM
ValueProposition§ Createsvalueforacustomersegment
throughadistinct mixofelementscateringtothatsegmentsneeds.
§ Someexamples:– Newofferingmeetspreviouslyunknownneed– Improvingproduct/serviceperformance– Tailoringproducts/servicestospecificneeds– “GettingtheJobDone”– Design– Brand/Status– Price– CostReduction– RiskReduction– Accessibility– Convenience/Usability
CustomerSegments
§ Forwhomarewecreatingvalue?§ Whoareourmostimportantcustomers?§ Differenttypesofcustomersegments:
– Massmarket– Nichemarket– Segmented– Diversified– Multi-sidedplatforms(ormulti-sidedmarkets)
• Upstreamanddownstream• Internalandexternal
Rankthegainsyourproducts/servicescreateaccordingtoitsrelevancetoyourcustomers.Isitsubstantialorinsignificant?Foreachgainindicatehowoftenitoccurs.
Dothey…
Createsavingsthatmakeyourcustomerhappy?(e.g.intermsoftime,moneyandeffort)
Produceoutcomesyourcustomerexpectsorthatgobeyondtheirexpectations?(e.g.betterqualitylevel,moreofsomething,lessofsomething)
Makeyourcustomer’sjoborlifeeasier?(e.g.fasterlearningcurve,usability,accessibility,moreservices,lowercostofownership)
Createpositivesocialconsequencesthatyourcustomerdesires?(e.g.makes
themlookgood,producesanincreaseinpowerorstatus)
Dosomethingcustomersarelookingfore?(e.g.gooddesign,guarantee,specificormorefeatures)
Fulfillsomethingcustomersaredreamingabout?(e.g.helpbigachievements,producebigreliefs)
Producepositiveoutcomesmatchingyourcustomerssuccessandfailurecriteria?(e.g.betterperformance,lowercost)
Describehowyourproducts/servicescreatecustomergains.Howdotheycreatebenefitsyourcustomerexpects,desiresorwouldbesurprisedby,includingfunctionalutility,socialgains,positiveemotions,andcostsavings?
Dothey…
Producesavings?(e.g.intermsoftime,moneyandeffort)
Makeyourcustomersfeelbetter?(e.g.killsfrustrations,annoyances,thingsthatgivethemaheadache)
Fixunderperformingsolutions?(e.g.newfeatures,betterperformance,betterquality)
Reducedifficultiesandchallengesforyourcustomers?(e.g.makethingseasier,helpingthemgetjobsdone,eliminateresistance)
Wipeoutnegativesocialconsequencesyourcustomerencountersorfears?(e.g.lossofface,power,trust,orstatus)
Describehowyourproducts/servicesalleviatecustomerpains.Howdotheyeliminateorreducenegativeemotions,undesiredcostsandsituations,andrisksyourcustomerexperiencesbefore,during,andaftergettingthejobdone?
Eliminaterisksyourcustomersfear?(e.g.financial,social,technicalrisks,orwhatcouldgowrong)
Helpyourcustomersbettersleepatnight?(e.g.helpbigissues,diminishconcerns,eliminateworries)
Reducecommoncustomermistakes?(e.g.usagemistakes)
Getridofadoptionbarriersforyourcustomersfromadoptingsolutions?(e.g.lowerornoupfrontinvestmentcosts,fasterlearningcurve,lessresistancetochange)
Rankthepainyourproducts/servicesaddressaccordingtotheirintensityforyourcustomers.Isitveryintenseorverylight?Foreachpainindicatehowoftenitoccurs.
Products&ServicesListalltheproductsandservicesyourvaluepropositionoffers.
Whichproducts/servicesdoyouofferthathelpyourcustomergeteitherafunction,socialoremotionaljobdone,orhelphim/hersatisfybasicneeds?
Whichancillaryproductsandserviceshelpyourcustomerperformtherolesof:
Buyer (e.g.productsandservicesthathelpcustomerscompareoffers,decide,buy,takedeliveryofaproduct/service)
Co-creator (e.g.products/servicesthathelpcustoemers co-designsolutions,otherwisecontributevaluetothesolution)
Transferrer (e.g.products/servicesthathelpcustomersdisposeofaproduct,transferittoothers,orresell).
Products/servicesmayeitherbetangible,digital,intangible,orfinancial.
Rankallproductsandservicesaccordingtotheirimportanttoyourcustomer.Aretheycrucialortrivialtoyourcustomer?
CustomerSegment:
Describethebenefitsyourcustomerexpects,desiresorwouldbesurprisedby.Thisincludesfunctionalutility,socialgains,positiveemotionsandcostsavings.
Describenegativeemotions,undesiredcostsandsituations,andrisksthatyourcustomerexperiencesorcouldexperiencebefore,duringandaftergettingthejobdone.
Rankeachgainaccordingtoyourcustomer.Isitsubstantial/significant?Foreachgainindicatehowoftenitoccurs.
Describewhataspecificcustomersegmentistryingto
getdone.Itcouldbethetaskstheyaretryingtoperformand
complete,theproblemstheyaretryingtosolve,ortheneedstheyaretryingtosatisfy.
Whatfunctionaljobsareyouhelpingthemgetdone? (performorcompleteaspecifictasks,
solveaspecificproblem)
Whatsocialjobsareyouhelpingthemgetdone? (tryingtolookgood,gainpower/status)
Whatemotionaljobsareyouhelpingthemgetdone?(esthetics,feelgood,security)
Whatbasicneedsareyouhelpingthemsatisfy?(shelter,communication,health)
Whatpositivesocialconsequencesdotheydesire?(makesthemlookgood,increasespower/status)
Describethejobsyourcustomeristryingtogetdoneintermsoftheroletheyareplaying:
Buyer (e.g.gainpower/status)Co-creator (feelgood,security)
Transferrer (products/servicesthathelpcustomersdisposeofa
product,transferittoothers,resell,etc.
Rankeachpainaccordingtotheintensityitrepresentsforyourcustomer.Isitveryintenseorverylight?Foreachpainindicatehowoftenitoccurs.
Whatdoesyourcustomerfindtoocostly?(e.g.intermsoftime,costandeffort)
Whatmakesyourcustomerfeelbad?(e.g.frustrations,annoyances,headaches)
Howarecurrentsolutionsunderperformingforyourcustomer? (e.g lackoffeatures,performance,malfunction)
Whatarethemaindifficultiesandchallengesyourcustomerencounters? (e.g.understandinghowthingswork,difficultiesgettingthingsdone,resistance)
Whatnegativesocialconsequencesdoesyourcustomerencounterorfear?(e.g.lossofface,power,trust,status)
Whatrisksdoesyourcustomerfear?(e.g.financial,social,technical)
Whatkeepsyourcustomerawakeatnight?(e.g.bigissues,concerns,worries)
Whatcommonmistakesdoesyourcustomermake?(e.g.usagemistakes)
Whatbarriersarekeepingyourcustomerfromadoptingsolutions? (e.g upfrontinvestment,learningcurve,resistancetochange)
Whichsavingswouldmakeyourcustomerhappy? (intermsoftime,moneyandeffort)
Whatoutcomesdoesyourcustomerexpectandwhatwouldgobeyondexpectations?(qualitylevel,more/lessofsomething)
Howdocurrentsolutionsdelightyourcustomer? (specificfeatures,performance,quality)
Whatwouldmakeyourcustomer’sjoborlifeeasier?(fasterlearningcurve,moreservices,lowercostofownership)
Whatpositivesocialconsequencesdoesyourcustomerdesire?(makesthemlookgood,increasespower/status)
Whatarecustomerslookingfor?(gooddesign,guarantees,specificormorefeatures)
Whatdocustomersdreamabout?(bigachievements/reliefs)
Howdoesyourcustomermeasuresuccess/failure?(performance,cost)
Whatwouldincreasethelikelihoodofadoptingasolution?(e.g.lowercost,lessinvestment,lowerrisk,betterquality,performance,design)
SmallGroupWork§ Identify3criticallyimportantcustomersegmentsforyourbusiness.§ Pickoneofyourcustomersegments(ideallythesegmentwhereyou
havethemostopportunitytogrow)– Usetheempathymaptosketchcriticalinsightsonthissegment
• Startbyidentifyingarepresentativepersonfromthesegmentanddescribetheirdemographics(age,experience,position,criticaljobfunctions/decisions,etc.)
• Developkeydescriptorsofeachoftheempathymapboxeswithacriticaleyetowardidentifyingpainsandgains
– Usethevaluepropositioncanvastosketchthefitbetweenthecustomerneedsandyourvalueproposition
• Usetheempathymaptoassistintherightsideofthecanvas• Focusonthemappingofyourofferingspainandgainsolutionstothepainsand
gainsofthecustomersegment.– Usethevaluepropositionstatementtosummarizeyourvalueproposition
forthissegment– transferthistoyourbusinessmodelcanvasinafewdescriptivewords
§ Repeatforothercustomersegments§ Timing:1hour
Thevaluepropositioncanvas--https://youtube.com/watch?v=ReM1uqmVfP0Understandingcustomers–https://youtube.com/watch?v=kAdbbsZolOw
Additionalresources
Channels§ Howthecompanycommunicates
withandreachesitscustomersegmentstodeliveravalueproposition
§ ChannelTypes:– Own
• Direct– SalesForceandWebSales• Indirect– Ownstores
– Partner• Indirect– PartnerStores andWholesaler
§ ChannelPhases:§ Awareness§ Evaluation§ Purchase§ Delivery§ AfterSales
CustomerRelationships
§ Typeofrelationshipwitheachcustomersegmentdrivenby:customeracquisition,retention,andupselling.
§ Potentialtypesofrelationships:– Personalassistance– Dedicatedpersonalassistant– Self-service– Automatedservices– Communities– Co-creation
SmallGroupWork§ Foreachofyourcustomersegmentsidentifythechannelsthatyouusetodelivertheirvaluepropositionsidentifythemoststrategicallyimportantpurposesforusingthatchannel.
§ Foreachofyourcustomersegmentsidentifytheprimarytypesofrelationshipsyouseektodevelop.
§ Timing:1hour
KeyResources§ Whatkeyresourcesdoourvaluepropositions
require?Ourdistributionchannels?Customerrelationships?Revenuestreams?
§ Resourcesinclude:– Physical– Intellectual– Human– Financial
§ ThereGeneralBusinessTypes:– ProductDriven– reliesmostoftenonintellectualandhumanresources.– ScopeDriven– reliesonintellectualresourcesabouttargetcustomers,an
establishedsetofprocessandinsomecasesinfrastructure.– InfrastructureDriven– leverageinfrastructureandfinancialresourcesaskey
differentiators§ Watchout – makesureyourlistofresourcesisstrategic– thatis,arethey
trulyessentialtothebusinessessuccessanddoyouhavetoownthemforthemtobeessential?
KeyActivities§ Themostimportantthingswemustdotomakeour
businessmodelwork– R&D– Newproductresearch,Newproductdevelopment,
Existingproductupdates,QualityChecks,Innovation– Production– Selectionofproductanddesign,Selectionofproductionprocess,
Selectingproductioncapacity,productionplanning,productioncontrol,Qualityandcostcontrol,Inventorycontrol,Maintenanceandreplacementofmachines.
– Marketing– strategy,marketresearch,productdevelopment,communications,salessupport,events.
– Sales&CustomerService– Developingrelationships,Handlingproblems,Acquiringnewcustomers,assistinginsales,trackingorders,follow-upservices
§ AnExampleofaConsumerProductProducerthatmanufacturesandsellstheproducton-line.– ValePropositions– productlastslongersavingcustomermoney;provides
performanceimprovementovercompetitors;easiertousebecauseitismachinewashable;easytostorepackaging
– Activities– controlofproductionandmanufacturing,managingwebsite,onlineorders,anddistributionoftheproduct;creatingabrandstrategy,marketingandpromotionoftheproduct,productandpackagedesign.
KeyPartnerships§ Thenetworkofsuppliersandpartnersthat
makethebusinessmodelwork– StrategicAlliances– Co-opetition– JointVentures– Buyer/Supplier
§ Motivationsforpartnerships:– Optimizationandeconomyofscale– Reductionofriskanduncertainty– Acquisitionofparticularresourcesandactivities
§ KeyQuestions:– Whichpartnershipsarecriticaltoourbusiness?– Whoareourcriticalsuppliers?– Whichofoursuppliers/partnersaresourcingourkeyresources?– Whattypeofpartnershipswouldsuitourneeds?– Whatisthebestcluster/supplychainwhereweshouldbelocated?
SmallGroupWork§ ThinkcriticallyabouttheRESOURCESthatyourbusinessmodelrequirestodeliverthevaluepropositionsyouhaveidentified.Identifythetop3to4resourcesyoumusthavetobesuccessful.Beasspecificaspossibleabouttheresourcesandavoidgenericresourcenames.
§ ThinkcriticallyabouttheACTIVITIESthatyourbusinessmodelrequirestodeliverthevaluepropositionsyouhaveidentified.Identifythetop4to4activitiesyoumusthavetobesuccessful.Beasspecificaspossibleabouttheresourcesandavoidgenericresourcenames.
§ Identifythe2to5moststrategiccriticalpartnershipsthatallowyoutobesuccessfulinyourbusinessmodel.
§ Timing:1hour
RevenueStreams§ Thecashgeneratedfromeachcustomer
segmentthroughtransactionrevenueand/orrecurringrevenue.– Assetsale– Usagefee– Subscriptionfee– Lending/Renting/Leasing
§ PricingMechanisms– FixedMenu– Listprice,productfeaturedependent,customersegment
dependent,volumedependent– DynamicPricing– Negotiation,yieldmanagement,real-time-market,auctions
§ KeyQuestions– Whatbenefitsarecustomerscurrentlypayingfor?– Howaretheypayingforthesebenefits?– Whatmodeofpaymentwouldbepreferabletothem?– Whatpercentageofthetotalrevenuedoeseachrevenuestreamrepresent?– Whatbenefitswillencouragecustomertopaymore?
§ Licensing§ Brokeragefees§ Advertising
CostStructure§ Allcostsincurredtooperateourbusinessmodel§ Twobasictypesofbusinessmodels
– Cost-driven-- Value-driven
§ Coststructurecharacteristics– Fixed-- Variable– Economiesofscale-- Economiesofscope
§ KeyQuestionstoAsk:– Whatarethefundamentalcostsderivedfromthebusinessmodel?– Whichkeyresourcesrepresentasignificantexpensetothebusiness?– Whatkeyactivitiesrepresentasignificantexpensetothebusiness?– Howdoyourkeyactivitiesdrivecosts?– Aretheactivitiesyouhaveidentifiedmatchedtovaluepropositions?– Isthebusinessmorevaluesdrivenorcostdriven?– Ifyouexploredifferentchangesinthebusinessmodeltocostsswitchfromfixedtovariable?
SmallGroupWork§ Identifythecriticalrevenuestreamsforyourbusiness.Bespecificaboutthetypesofrevenuesandtheproportionoftheoverallrevenuestreamstheyrepresentintermsofcustomersegments/products.Identifythelevelofvolatilityaroundthevarioussourcesofrevenue.Inaddition,considerthefivekeystrategicquestionsofrevenuestreams.
§ Identifythecriticaloperatingcostsforyourbusiness.Bespecificaboutthetypesofcosts.Identifythestageofproductionwherethecostoccurs.Whatproportionoftheoverallcostdoeseachcostrepresent?Inaddition,considerthesevenkeystrategicquestionsofcoststructure.
§ Timing1hour
StrategyIstheAnswertoFiveQuestions
Howwillwewin?
Whatmanagementsystemsdoweneed?
Whatisourwinning
aspiration?
Whatcapabilitiesmustwehave?
Wherewillweplay?
Lafley,A.G.andR.L.Marin.PlayingtoWin:HowStrategyReallyWorks.HarvardBusinessReviewPress,Boston,Massachusetts,2013.
DefineOurStrategicProblem
67
Whatisourmostpressingissue?Let’sconsider:§Theindustrysegment weplayin§Ourindustrystructure§Ourchannelcustomers§Ourendcustomers§Ourcurrentcapabilities§Ourcosts§Ourcompetition
WhatIsOurWinningAspiration?Awinningaspirationisafuture-orientedstatementabouttheguidingpurposeoftheorganization:§ Whatdoesourorganizationexisttodo?§ Whatdoeswinningmeanforus?
68
WhereWillWePlay?
Thischoicedefinestheplayingfieldonwhichwechoosetocompete:§ Customersegment§ Distributionchannel§ Productorservice§ Geography§ Stageofproduction
ItisalsoaboutwhereNOT toplay.
69
WherewillwePlay?
§ Whoareourcorecustomers?– Describeyourcorecustomersinonesentence?– Whatischangingforthesecustomersthatweneedtoknow?
§ Throughwhatchannelsdo/shouldweservethesecustomers?§ Whatproducts/servicesdo/shouldweoffer?§ Inwhatgeographiesdo/shouldweoffertheseproducts/services?§ Inwhatstagesofproductiondo/shouldwecompete?§ Wherealongthevaluechaindo/shouldweparticipate?§ Areweupstreamordownstreamcomparedtocompetitors?§ Arewebroadacrossthevaluechainornarrowinonepart?
HowWillWeWin?
Thischoiceisabouthow wewillwinontheplayingfieldwe’vechosen.Whatisourcompetitiveadvantage?
71
Howwillwewin?
§ Whydocustomerschooseusoverthecompetition?
§ Dowecompeteonlowcostordifferentiation?§ Whatisourcompetitiveadvantage?Howisitlinkedtoourwhere-to-playchoice?Howisitlinkedtoourwinningaspiration?
WhichCapabilitiesMustWeHave?
74
Capabilitiesaretheactivitiesthatenableourorganizationtobringthewhere-to-playandhow-to-winchoicestolife.§ Whatarewereallygreatatdoing?§ Whatactivitiesarecriticaltobringingourwhere-to-playandhow-to-winchoicesto
life?
WhatManagementSystemsDoWeNeed?Managementsystemsaretheprocesses,structures,andrulesthatbuildourcapabilitiesandthatreinforceandmeasureourorganization’sstrategicchoices.
• Whatsystemsbuildourcapabilitiesandreinforceourchoices?
• Howdowemeasurethesuccessofourstrategy?
SWOTAnalysisofCurrentBusinessModel
Confrontation/TOWSMatrix
ExternalForcesKeyTrends
MacroeconomicForcesMarketForcesIndustryForces
BlueOceanAnalysis
ERRCMatrix
SmallGroupWork:assessingyourbusinessmodel
§ Completeyourbusinessmodelcanvas§ Identify3-4criticalexternalfactorsineachoftheexternalcategoriesthatwillimpactyourbusinessoverthenext3to5years:– Marketforces,Keytrends,Industryforces,Macroeconomicforces
§ UsetheSWOTanalysisassessmenttooltoassesstheelementsofyourcurrentbusinessmodel
§ Basedonyourassessment,usetheconfrontationmatrixandtheERRCmatrixtoidentifypotentialchangestoyourcurrentbusinessmodel
Consideringoutsideforcesandstresstestingthebusinessmodel
Navigatingthebusinessenvironment--https://youtube.com/watch?v=7O36YBn9x_4Provingyourbusinessmodel--https://www.youtube.com/watch?v=-2gd_vhNYT4
Concurrentsessionsharing
§ Wewillpresenteachteamcanvasin30-minuteconcurrentsessions.Willrepeattheconcurrentsessions3times.Each30minutesessionwillhave15minutesofpresentationand15minutesofQ&A
§ YourCanvasisyourpresentationmedia.Youcanuseotherpropsifyouwishbutspaceandtimearequitelimited.
§ Twopeopleinyourgroupwillpresentyourcanvasatonetime.Allofyouwillhavetheopportunitytopresent.
§ WhenyouarenotpresentingyoushouldattendanotherteamspresentationandinteractintheQ&A.
§ Tellingyourstory--https://youtube.com/watch?v=SshglHDKQCc
§ Timing:90minutestotal
Resources§ Fromideatobusinessmodel--
https://www.youtube.com/watch?v=wwShFsSFb-Y§ Visualizingyourbusinessmodel--
https://www.youtube.com/watch?v=wlKP-BaC0jA§ Prototypingbusinessmodels--
https://www.youtube.com/watch?v=iA5MVUNkSkM§ Navigatingthebusinessenvironment--
https://www.youtube.com/watch?v=7O36YBn9x_4§ Provingyourbusinessmodel--
https://www.youtube.com/watch?v=-2gd_vhNYT4§ Tellingyourstory--
https://www.youtube.com/watch?v=SshglHDKQCc§ Thevaluepropositioncanvas--
https://www.youtube.com/watch?v=ReM1uqmVfP0§ Understandingcustomers–
https://www.youtube.com/watch?v=kAdbbsZolOw