A hands-on workshop about how to design and test business models in a corporate environment. This workshop will empower you to create better value propositions for your innovative ideas. This workshop was part of the Knowledge in Focus Conference 2016 organized by Podravka on 24. November 2016 in Zagreb, Croatia (More information about the event here: http://www.podravka.com/company/knowledge-in-focus-2016/)

2. RECOMMENDED BY CO-FOUNDER
MILAN VUKAS
Startup Mentor

3. Agenda
STEP 1
Introduction
What is a
business model?
Enterprise
innovation process.
STEP 2
Business Model
Canvas Workshop
9 building blocks to
a business model.
STEP 3
What’s
next?
Maximizing enterprise
innovation on a daily
basis.
Adobe's Story: Building
innovators, not
innovations.

4. Introduction

5. Strategy Channels Profit Pricing Product
What is a Business Plan?
THERE IS NO CLEAR DEFINITION
ONE TERM, DIFFERENT DEFINITIONS

6. Business Plan:
DESCRIBES THE RATIONALE OF HOW AN
ORGANIZATION CREATES, DELIVERS,
AND CAPTURES VALUE

7. Words are NOT enough

8. Business Model Canvas

9. The Business Model Canvas is a strategic
management and lean startup tool. It is a visual
chart composed of nine essential building blocks
that describe how a business creates, delivers
and captures value. The Business Model Canvas
is used to design, test, and build new business
models or to document, discuss, and manage
existing ones.
strategyzer.com/canvas
In brief:
Business Model Canvas

11. CUSTOMER SEGMENTS
Different groups of people or organisations
an enterprise aims to reach and serve.
There are different types of Customer Segments:
• Mass Market
• Niche market
• Segmented
• Diversified
• Multi-sided platforms

12. VALUE
PROPOSITIONS
Bundle of products and services that
create value for a specific Customer
Segment.
Elements which contribute to
customer value creation:
• Newness
• Performance
• Customization

13. Product-Market
Fit

14. CHANNELS
How a company communicates with
and reaches its Customer Segments
to deliver a Value Proposition.
Channel Types:
• Direct: Sales force, Web sales
• Indirect: Partner stores or wholesaler

15. CUSTOMER
RELATIONSHIPS
Type of relationships a company
establishes with specific Customer
Segments.
Categories of Customer Relationships:
• Personal assistance
• Dedicated personal assistance
• Self-service
• Automated services

16. REVENUE STREAMS
Represents the cash a company generates
from each Customer Segment.
Several ways to generate Revenue:
• Usage fee
• Subscription fees
• Lending / Renting / Leasing
• Licensing

18. KEY RESOURCES
Most important assets required to make
a business model work.
Key Resources can be categorized as follows:
• Physical
• Intellectual
• Human
• Financial

19. KEY ACTIVITIES
Most important things a company must do
to make its business model work.
Key Activities can be categorized as follows:
• Production
• Problem solving
• Platform / network

20. KEY PARTNERSHIPS
Network of suppliers and partners that
make the business model work.
Three motivations for creating partnerships:
• Optimization and economy of scale
• Reduction of risk and uncertainty
• Acquisition of particular resources

21. COST
STRUCTURE
All costs incurred to operate
a business model.
Distinguish between:
• Cost-driven
• Value-driven

23. Two #funfacts
(you need to know)

24. #funfact #1
LEFT BRAIN
Logic
RIGHT BRAIN
Emotion

25. #funfact #1
LEFT SIDE
Efficiency
RIGHT SIDE
Value

26. #funfact #2
The Business Model
will NOT find you

27. #funfact #2
YOU
have to find the right
Business Model

29. Municipalities
Making
lemonade
Marketing
Selling
Ingredients
Sales people
Booth
Salaries / Commission
Flyers
Equipment
Lemonade sales
Tips
Cold tasty
lemonade
on-the-go
Personal
Booth sale
kellyslemonade
.com
Park visitors

30. Payment
Providers
Distribution
Partner
Telco Partners
Software
Development
Software
Developers
Software
Software Development
Complaint Management
Free
Hardware Sales
Skype Out (Prepaid / Subscription)
Free internet
& video calling
Mass
Customized
skype.com
Headset
Partnerships
Web Users
Globally
People who
want to call
phones

31. Do it yourself!
Use the canvas to describe, design, challenge,
and pivot your business model for any idea you
might have on your mind at the moment.
It works in conjunction with other strategic
management and execution tools and processes.
What’s your
business model?

32. What’s next?
2) Adobe’s Story: Building innovators, not innovations
1) Maximizing enterprise innovation on a daily basis

33. 14 Ways to
Apply the Canvas

35. Kickbox is a new innovation process that Adobe
developed for it’s own use and then open-
sourced so everyone can use it.
It’s designed to increase innovator effectiveness,
accelerate innovation velocity, and measurably
improve innovation outcomes. It can also
optimize innovation investments by reducing
costs compared to traditional approaches.
kickbox.adobe.com
Enterprise innovation
at scale: Adobe Kickbox

37. “You cannot business-model
your way out of a shitty product”
Tim O’Neil (CEO, O’Reily Media)

38. Thank you!
MILAN VUKAS
Startup Mentor
@m_vukas
hello@milanvukas.com
www.milanvukas.com