ASK YOURSELF: What value do we deliver to the customer? Which one of our customer’s problems are we helping to solve? What bundles of products and services are we offering to each Customer Segment? Which customer needs are we satisfying? Characteristics – Newness, Performance, Customisation, “Getting the job done”, Design, Brand/Status, Price, Cost Reduction, Price Reduction, Accessibility, Convenience/Usability.

ASK YOURSELF: Who are our key partners? Who are our key suppliers? Which key resources are we acquiring from partners? Which key activities do partners perform? What are our motivations for partnerships? Examples – Optimisation and economy, Reduction of risk and uncertainty, and Acquisition of particular resources and activities.

ASK YOURSELF: For whom are we creating value? Who are our most important customers? Mass Market, Niche Market, Segmented, Diversified, Multi-sided Platform.

ASK YOURSELF: What type of relationships does each of our Customer Segments expect us to establish and maintain with them? Which ones have we established? How are they integrated with the rest of our business model? How costly are they? Examples – Personal assistance, Dedicated Personal Assistance, Self-Service, Automated Services, Communities, Co-creation.

ASK YOURSELF: What key activities do our value propositions require? Our distribution channels? Customer Relationships? Revenue streams? Categories – Production, Problem Solving, Platform/Network.

ASK YOURSELF: Through which Channels do our Customer Segments want to be reached? How are we reaching them now? How are our Channels integrated? Which ones work best? Which ones are most cost-efficient? How are we integrating them with customer routines? Channel Phases: 1. Awareness – how do we raise awareness about our company’s products and services? 2. Evaluation – how do we help customers evaluate our organisations Value Proposition? 3. Purchase – how do we allow customers to purchase specific products and services? 4. Delivery – how do we deliver a Value Proposition to customers? 5. After Sales – how do we provide post-purchase customer support?

ASK YOURSELF: What Key Resources do our Value Propositions require? Our Distribution Channels? Our Customer Relationships? Our Revenue Streams? Types of Resources – Physical, Intellectual (Patents, copyright etc), Human, Financial.

ASK YOURSELF: What are the most important costs inherent in our business model? Which Key Resources are the most expensive? Which Key Activities are most expensive? Business Types: 1. Cost Driven (leanest cost structure, low price value proposition, maximum automation or outsourcing) 2. Value Driven (focussed on value creation, premium value proposition). Sample Characteristics: 1. Fixed Costs (Salaries, rents, utilities), 2. Variable costs, 3. Economies of scale, and 4. Economies of scope.

ASK YOURSELF: For what value are our 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? 1. Types: Asset sale, Usage fee, Subscription fees, Lending/Renting/Leasing, Licensing, Brokerage fees, Advertising. 2. Fixed Pricing: List Price, Product feature dependent, Customer segment dependent, Volume dependent. and 3. Dynamic Pricing: Negotiation, Yield Management/ Profit sharing, Real time – Market.