Strategy & Planning

Business Model Canvas

Describe how an organisation creates, delivers and captures value on a single page.

How to use this worksheet
  1. Start on the right side with customers and value, then move left to infrastructure and money.
  2. Be specific: name customer segments, channels, partners. "Everyone" is not a segment.
  3. Check consistency across blocks: does each value proposition have a customer, a channel and a revenue stream?
  4. Make one canvas per business model. Compare "today" and "tomorrow" side by side.
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For whom are we creating value? Who are our most important customers?

Prompts and example

Ask yourself

  • Which segments are we serving, and which not?
  • Who pays, who uses?

Example

- Independent restaurants (10 to 50 staff) - Small hotel kitchens

What value do we deliver, which problem do we solve, and what do we offer each segment?

Prompts and example

Ask yourself

  • Which customer needs do we satisfy?
  • What bundle of products and services do we offer?

Example

- Plan a week of shifts in 10 minutes - Fewer conflicts and overtime surprises - Staff self-service for swaps

How do we reach and serve each segment? Which channels work best and are cheapest?

Prompts and example

Ask yourself

  • How do customers want to be reached?
  • How do we integrate channels?

Example

- Website and self-serve sign-up - Partner newsletters - Direct outreach for larger groups

What kind of relationship does each segment expect from us?

Prompts and example

Ask yourself

  • Which relationships exist today and what do they cost?
  • How do we acquire, retain, grow?

Example

- Self-service with in-app help - Onboarding call for groups with 3+ locations - Monthly tips newsletter

For what value are customers willing to pay, and how?

Prompts and example

Ask yourself

  • How much does each stream contribute?
  • Fixed or dynamic pricing?

Example

- Subscription 29 EUR per location per month - Onboarding packages for groups

Which assets does our value proposition require?

Prompts and example

Ask yourself

  • What do our channels, relationships and revenue need?

Example

- Engineering team - Scheduling optimisation know-how - Customer data (anonymised)

What must we do to make the model work?

Prompts and example

Ask yourself

  • Which activities do our value proposition, channels and revenue require?

Example

- Product development - Customer onboarding - Marketing in hospitality communities

Who are our key partners and suppliers? What do we get from them?

Prompts and example

Ask yourself

  • Which activities do we outsource?
  • Where do partners reduce risk?

Example

- Payment provider - Payroll software integrations - Food supplier newsletter

What are the most important costs? Which resources and activities are most expensive?

Prompts and example

Ask yourself

  • Is the model cost-driven or value-driven?
  • Which costs are fixed?

Example

- Salaries (80%) - Hosting and tools - Paid acquisition

Before you finish

About the Business Model Canvas

Alexander Osterwalder and Yves Pigneur introduced the canvas in "Business Model Generation" (2010). It splits a business model into nine building blocks that must fit together.

Use it to compare options, find gaps and explain a business to others in minutes rather than in a 40-page plan.

Recommended reading

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