28. customer
key activities value proposition relationships
핵심활동 가치 제안 고객관계
key customer
partners segments
핵심 파트너십 고객 세그먼트
cost revenue
structure key distribution streams
비용구조
resources channels 수익원
핵심자원 채널
images by JAM
29. The Business Model Canvas
KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITION RELATIONSHIP CUSTOMER SEGMENTS
핵심 파트너십 핵심활동 가치 제안 고객관계 고객 세그먼트
KEY RESOURCES CHANNELS
핵심자원 채널
COST STRUCTURE REVENUE STREAMS
비용구조 수익원
비지니스 모델 캔버스
29
30. a business model
KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITION RELATIONSHIP CUSTOMER SEGMENTS
핵심 파트너십 핵심활동 가치 제안 고객관계 고객 세그먼트
AN ACTIVIT
Y
RELATIONSHIP
ANOTHER
ACTIVITY
A VALUE CHANNELS
A CUSTOME
R
A PARTNER ON
KEY RESOURCES
PROPOSITI TARGET
핵심자원 채널
ANO TH ER
VALUE
PROPOSITI
A RESOURCE ON
A CHANNEL
COST STRUCTURE REVENUE STREAMS
비용구조 수익원
A REVENUE
COST
STREAM
비지니스 모델
31. Day Month Year
On:
Designed for: Designed by:
No.
Iteration:
www.businessmodelgeneration.com
http://www.businessmodelgeneration.com
32. HARDWARE DIGITAL DIGITAL DIGITAL
MANUFACTURER HUB LIFESTYLE PLATFORM
1998 2001 2007 2010
33. ?
What was the apple’s business
model for the iPod?
iPod 를 위한 Apple 의 비지니스 모델은 어떠했는가?
34. 핵심 파트너십 핵심활동 가치 제안 고객관계 고객 세그먼트
채널
핵심자원
비용구조 수익원
65. ?
what does it means for
business models?
비지니스 모델 측면에서 의미하는 바는?
66. analyze from the customer perspective ...
KEY PARTNERS KEY ACTIVITIES VALUE PROPOSITION RELATIONSHIP CUSTOMER SEGMENTS
핵심 파트너십 핵심활동 가치 제안 고객관계 고객 세그먼트
AN ACTIVIT
Y
RELATIONSHIP
ANOTHER
ACTIVITY
A VALUE A CUSTOME
R
A PARTNER ON
KEY RESOURCES PROPOSITI CHANNELS TARGET
핵심자원 채널
ANO TH ER
VALUE
PROPOSITI
A RESOURCE ON
A CHANNEL
COST STRUCTURE REVENUE STREAMS
비용구조 수익원
A REVENUE
COST
고객의 시각으로 분석하기
STREAM
67. Empathy map
what’s on his/her mind?
his/her preoccupations
his/her worries
what he/she thinks
what does he/ what does he/
she see? she hear?
his/her environment what his/her boss says
his/her friends what his/her friends say
what the market offers him/her what media influences him/her
what does he/she say?
감정이입 도표
his/her attitude
how he/she appears in public
what he/she tells others
[Source: XPLANE, the visual thinking company]
71. Day Month Year
No.
Rank each gain according to its relevance to
your customer.
Is it substantial or is it insignificant?
For each gain indicate how often it occurs.
Rank each gain your products and services create according to its relevance to your
customer. Is it substantial or insignificant? For each gain indicate how often it occurs.
Describe how your products and services create customer gains. Describe the benefits your customer expects, desires or would be surprised by.
How do they create benefits your customer expects, desires or would be surprised This includes functional utility, social gains, positive emotions, and cost savings.
by, including functional utility, social gains, positive emotions, and cost savings?
List all the products and services your value proposition is built around. Describe what a specific customer segment is trying to get done. It could be the tasks
they are trying to perform and complete, the problems they are trying to solve, or the
Which products and services do you offer that help your customer get either a
needs they are trying to satisfy.
functional, social, or emotional job done, or help him/her satisfy basic needs?
Which ancillary products and services help your customer perform the roles of:
Besides trying to get a core job done, your customer performs ancillary jobs in differ-
Products and services may either by tangible (e.g. manufactured goods, face-to- ent roles. Describe the jobs your customer is trying to get done as:
face customer service), digital/virtual (e.g. downloads, online recommendations),
intangible (e.g. copyrights, quality assurance), or financial (e.g. investment funds,
financing services).
Rank all products and services according to their importance to your customer. Describe how your products and services alleviate customer pains. How do they Describe negative emotions, undesired costs and situations, and risks that your
Are they crucial or trivial to your customer? eliminate or reduce negative emotions, undesired costs and situations, and risks customer experiences or could experience before, during, and after getting the
your customer experiences or could experience before, during, and after getting job done.
the job done?
Rank each job according to its significance to your customer. Is it
crucial or is it trivial? For each job indicate how often it occurs.
Rank each pain according to the intensity it
represents for your customer.
Is it very intense or is it very light.?
For each pain indicate how often it occurs.
Rank each pain your products and services kill according to their intensity
for your customer. Is it very intense or very light?
For each pain indicate how often it occurs. Risks your customer experiences or
could experience before, during, and after getting the job done?
Create one for each Customer Segment in your Business Model
Copyright of Business Model Foundry GmbH
가치 제안 설계자
Designed by: Produced by:
Business Model Foundry GmbH Stattys GmbH
Kalkbreitestrasse 71, Weissbadstrasse 14
8003 Zürich 9050 Appenzell
www.businessmodelgeneration.com www.stattys.com
http://www.businessmodelgeneration.com
88. ?
What could be a scalable
business model for SunEdison ?
SunEdison 에 적합한 확장 가능한 비지니스 모델이 있다면?
89. 1
PARTNERS 핵심 파트너십 ACTIVITIES 핵심활동 VALUE
(선 에디슨)
PROPOSITION 가치 제안 RELATIONSHIP 고객관계 CUSTOMERS 고객 세그먼트
INSTALL
PANELS
패널 설치
LONG TERM
CUSTOMER
RELATIONS
ACQUISITION
PANEL
장기거래관계 S HOPPING
MANUFACTURERS 고객 유치
CENTERS
EL
SOLAR PAN ON
INSTALLATI
패널 제조업체들 RESOURCES 핵심자원 CHANNELS 채널 쇼핑 센터들
태양 전지판
SOLAR
EXPERTS
SALES FORCE
PATENTS
태양열 전문가들
판매 인력
특허
COST 비용구조 REVENUES 수익원
PURCHASIN
G
FEE
구입비
90. ?
why don’t the retail stores
and shopping centers
switch to solar energy?
쇼핑 센터들이 태양열 에너지로 바꾸지 않는 이유는?
91.
92. nd
tor es a
il s
reta to
’t the sw itch
do n ters
why cen
pp ing 지 않는
sho gy ? 바꾸
ner
ar e 지로
so l
열 에너
태양 는?
들이 이유
센터
쇼핑
92
93. ?
what if we gave the panels
away for free to eliminate the
hurdle of upfront investment
만약 패널들을 무상으로 주었다면?
94. 2
PARTNERS 핵심 파트너십 ACTIVITIES 핵심활동
INSTALL
VALUE PROPOSITION 가치 제안 RELATIONSHIP 고객관계 CUSTOMERS 고객 세그먼트
PANELS
패널 설치
CUSTOMER LONG TERM
AC ISIT E
IR
ACQUQU ION RELATIONS
PANEL
PPAS
고객 유치 장기거래관계 S HOPPING
MANUFACTURERS
PPA 획득 EL
CENTERS
SOLAR PAN ON
INSTALLATI
패널 제조업체들 RESOURCES 핵심자원 PO WER CHANNELS 채널 쇼핑 센터들
PURCHASIN
G
AGREEMEN판
SOLAR 태 양 전지 TS
EXPERTS PATENTS 전력 구매 협정
태양열 전문가들 특허 SALES FORCE
SOLAR ENE
R 판매 인력
INSTALLAT GY
IONS
태양에너지 설치
COST 비용구조 REVENUES 수익원
PURCHASIN
REGULAR G
FEE
PPA
PAYMENTS
구입비
력구매 협정
일반 지불형 전
95. ?
but how to finance the
upfront investment
선불 투자를 지불할 수 있는 방법은?
96. the
nce
ina
to f nt
h ow tme
but ves
ron
t in 법 은?
upf 있는방
수
지 불할
를
투자
선불
96
97. 3
PARTNERS 핵심 파트너십 ACTIVITIES 핵심활동
INSTALL ACQUIRE
VALUE PROPOSITION 가치 제안 RELATIONSHIP 고객관계 CUSTOMERS 고객 세그먼트
PANELS PPAS
패널 설치 PPA 획득
LONG TERM
ACQUIRE RELATIONS
INVESTORS
PANEL 장기거래관계 S HOPPING
MANUFACTURERS 투자자들 유치 PO WER CENTERS
PURCHASIN
G
RESOURCES 핵심자원 AGREEMEN CHANNELS 채널
TS 쇼핑 센터들
패널 제조업체들
전력 구매 협정
EXPERTS PATENTS SALES FORCE
태양열 전문가들 특허 판매 인력 INSTITU
TIONAL
E
LOW-RISK & PRIVAT S
INVESTMEN
T
FINANC INVESTOR
INSTALLATIONS RETURN IAL
POOL OF PPAS INSTITU
TIONS
인 투자자들
태양에너지 설치 투자수익 기관 및 개
太 能安装 위험도가 낮은 금융 기관들
COST 비용구조 REVENUES 수익원
INVESTMEN
DEVEPPAE
T
LOPM
PAYMENTS &
FEE NT
MONITORIN
G FEE
투자 비용 太 能专家
개발 및 모니터링
비용