صفحه 1:
Fundamentals of Entrepreneurial Management Series
Workbook 2:
Business Model Design
Workbook Template
صفحه 2:
Activity 1: Key business model questions
Write a brief response to the following questions.
1. How do you acquire customers?
2. After you have landed a new customer, how do you plan to relate to that
customer and manage the relationship (if at all)?
3. How do you charge your customers? What is your revenue model?
4. How much do you charge your customers? Can you calculate your revenues
for the next month, quarter and year?
5. What assets are available to you or under your control?
صفحه 3:
Activity 1: Key business model questions
(cont’d)
6. Who are your key partners?
7. What key activities do you need to engage in to deliver your
value proposition?
8. What are your fixed costs?
9. What are your variable costs? Can you calculate your total cost for the next
month, quarter and year?
10. Does your revenue forecast demonstrate increased profitability towards the
end of the forecast period?
صفحه 4:
Activity 2: Create your own business model
ay 5 7 2-6 رد
(۱ ACTIVITIES —VgPOPOSITIONS /ELATIONSHIPS SEGMENTS.
۳ عرد مهد | ديو ههه
<< describe your
target customer
segment here>>
partners here>> | key activities proposition here>> | plan to establish and
here>> manage the
relationship between
the customer and your
brand here>>
KEY
RESOURCES
<< list the key << describe 1) how
resources available you plan to acquire
to you here>> customers, 2) how
you plan to deliver
your value
proposition to them
and 3) how you plan
to communicate with
jour customers >>
<< Describe your cost structure تف << describe your revenue streams
here>> here>>
صفحه 5:
Activity 3: Consider your business model
Does it work? Do the revenues outweigh the cost? Try
estimating revenues and cost for the next month ( or the
first month of sales, if you are without revenue for now)
What are the risks to your business model? What parts of
your business model are most critical for your business to
grow in a profitable manner?
Are there things that can or should be changed to
strengthen the business model or reduce its risk?
صفحه 6:
Activity 4: Clarify your business model
assumptions
Check each response in the Building Model Canvas against the
following criteria:
+ How do you know what you wrote in each building block is
true? Have you made an assumption or do you have solid
evidence—in the form of documented facts?
— In the cases you have facts, label the response as “Fact” and
make a note of your evidence.
— In the cases you have made assumptions, label the response as
“Assumption.”
* Complete the activity by listing all the assumptions regarding
your business model on the next slide.
The next section will address how to test those assumptions.
صفحه 7:
Activity 4: Clarify your business model
assumptions (cont’d)
List your assumptions about your business model
صفحه 8:
Activity 5: Prepare to meet customers
Prepare the materials needed before you meet
potential customers: (create a checklist of the points
elow
*Sales materials
— Website
— Product information
— Customer presentation
- Other (demo/prototype/case study)
“Channel strategy description
*Sales process description:
— Economic buyer
— Other stakeholders involved in customer’s buying process
— Steps in and duration of sales process
— Expected deal size
— Pricing options
صفحه 9:
Activity 6: Update your documentation
Document your sales roadmap by answering the following questions.
+ Who are the stakeholders involved in the customer's buying process?
+ Who typically plays the roles of influencer and economic buyer?
+ What are the stages and the length of the sales cycle?
+ What is the profile of the typical buyer?
+ What is the best sales strategy?
صفحه 10:
Activity 6: Update your documentation
(cont’d)
Create your positioning statement using the following template.
For.
Who...
Our product is...
That provides...
Unlike...
We have assembled/created/invented a product that...
صفحه 11:
Activity 6: Update your documentation (cont’d)
5 7 2-6 رد
ACTIVITIES —VgPOPOSITIONS /ELATIONSHIPS SEGMENTS.
KEY
cgi RESOURCES Qe
2
صفحه 12:
Activity 7: Plan your next steps
Take the required steps to implement your business model
(make a checklist of the items below):
Develop a revenue
forecast
2. Put together a marcom
strategy to generate
demand and shorten your
sales cycles
3. Create a product roadmap
4. Continue to engage with
customers on your “initial
target list”
5. Plan for growth