Пособие по курсу How to Build a Startup Business Model Generation Canvas

Optional Reading

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  pages 98-111
  
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  pages 332-343
  
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  pages 406-412 (Distribution Channels)
  

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  Chapter 3: Customer Discovery, Phase One: State Your Business Model Hypotheses Section on Channels
  
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  Chapter 8: Customer Validation, Phase One: "Get Ready to Sell"
  
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  In The Startup Owner's Manual for Physical Channel Startups: Section on Sales Channel Roadmap
  
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  In The Startup Owner's Manual for Web/Mobile Channel Startups: Section on Build a Metrics Toolset
  
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  Chapter 9: Customer Validation, Phase Two: "Get Out of the Building and Sell!"
  
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  In The Startup Owner's Manual for Physical Channel Startups: Section on Test Sell Channel Partners
  
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  In The Startup Owner's Manual for Web/Mobile Channel Startups: Section on Test Sell Traffic Partners
  

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  pages 127-133
  

Homework after Lecture 3

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  What are the Pains, Gains and Jobs to be done?
  
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  Draw a diagram of the customer workflow
  
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  What is the resulting Customer Archetype? Draw a diagram
  
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  How do they solve this problem(s) today? Does your value proposition solve it? How?
  
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  What was it that made customers interested? excited?
  
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  If your customer is part of a company, who is the decision maker, how large is their budget, what are they spending it on today, and how are they individually evaluated within that organization, and how will this buying decision be made?
  
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  Examples of Customer Segments
  
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  Talk to at least 10 potential customers
  
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  Update your business model canvas with changes
  
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  Optional: Use the LaunchPad Central software and post your discovery narratives
  

Lesson 5: Channels

How does your product gets to customers?

Лекция 4 (для студентов)

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  Canvas: Distribution Channels
  
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  virtual product, physical product
  
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  web distribution, physical distribution
  
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  direct channel, indirect channel, OEM ("Original Equipment Manufacturer"), value added resellers, dealers, systems integrators
  
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  product channel fit, channel profit fit