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Seed Spark BMC Poster_editable.pptx
- 1. Channels How do we communicate with customers during the different phases of the engagement? (see below) How will we reach our customers physically? Which end-user channels will scale? Customer Channel phases: Awareness - How folk know about our products? Advertising, Demonstrations¡ Evaluation - How we help customers decide to Purchase - How do customers purchase product? Sales Channels, Payment Methods¡ Delivery - How do we deliver our value prop? Physical Delivery, Last Mile Routing, Access to Services¡ After Sale - How do we provide on-going support? Maintenance, Consumables¡ Value Propositions What value do we deliver to our customer? What problem are we solving for our customer? What added value are we providing? What bundles of products and services do we offer each Customer Segment? Which customer needs do we satisfy? Why should our customers choose us over our competitors (or no solution at all)? Some Potential Value Propositions: ?Performance ?Customization ?¡°Getting the Job Done¡± ?Design ?Brand/Status ?Price ?Cost Reduction ?Risk Reduction ?Accessibility ?Convenience/Usability ?Livelihood Improvement ?Value/Revenue creation ?Safety and Security ?Efficiency ?Reliability ?Maintainability/Serviceability ?Cultural Appropriateness Key Resources What Key Assets & Resources do our Value Propositions require? Types of resources: ?Human ?Financial ?Physical ?Intellectual (Innovation, Know-How, Brand, Data, etc.) ?Support and Access Key Partners Who are our key Partners? Who are our key Suppliers? What skills, expertise and access do Partners have that we do not? What Partner operations will we piggyback on (Distribution, Sales, Customer Relationships, Fund Raising, etc.)? What Partner products or services will we need for our solution to be effective? Which Key Resources are we acquiring from partners (Intellectual Property, Licenses, Customer base, Market Knowledge and Access, Advice, Sales force access, Distribution network, etc.)? Which Key Activities do partners perform (Fund Raising, Manufacturing, Service Provision, Marketing, Sales, Customer Relationship, Metrics and Measurement, Advice, etc.)? Motivations for Partnerships: ?Optimization and economy ?Reduction of risk and uncertainty ?Speed of implementation ?Reduced cost ?Acquisition of particular relationships, knowledge, resources or activities Key Activities What Key Actions or Activities are required for our: Value propositions? Channels? Relationships? Financial Viability? Example Startup Activities: Fund Raising; Product and Service Design and Development; Team Building; Solution Testing & Certification; Partnership Selection Example Established Project Activities: Manufacturing; Maintenance; Service Delivery; Fund Raising; Marketing; Scaling; Sales; Managing Partners; Distribution and Delivery; Customer Support; What will we do for an encore? Customer Relationships What type of relationship do we have as we acquire, retain & maintain our customer segments? High touch? Low touch? How will we reach our customers emotionally? What are the barriers to a successful relationship? (Culture, Language, Gender, Accessibility, etc.) How do we show our commitment to quality? Who will be our front-line representatives? Examples: Personal assistance; Communities; Self-Service; Co-creation; Automated Services Who has strong relationships with our customers? Employees; Retailers; Sales Channels; Partners; Service Providers; Distributors; Evangelists Customer Segments Customers: For whom are we creating value? Who are our most important customers? Whose pain are we trying to address? Who will gain from our product or service? How many customers are in these segments? Which customer segments scale or offer a gateway to scale? With whom am I competing for this segment? Impact Stakeholders: Who are the main Stakeholders types? For which Stakeholders are we creating value? Are there particular ¡°segments¡± within each Stakeholder type? What are their main drivers and behaviors? Do some stakeholders assume several roles, e.g. are your customers also beneficiaries, are your founders also investors? Customer Types: ? End Users ? Economic Buyers ? Decision Makers ? Stakeholders ? perhaps Influencers, Recommenders & Saboteurs Cost Structure What are the most important costs inherent in our business model? Which Key Resources are most expensive? Which Key Activities are most expensive? ?Fixed Costs (salaries, rents, utilities, equipment costs, fund raising) ¨C incurred regardless of number of customers served ?Variable costs (Cost of Goods sold, Raw materials, Service agents salaries/commissions) ¨C only incurred when a product or service is provided to a customer Reducing Costs strategies: Outsourcing and Partnerships; Economies of Scale; Economies of Scope; Licensing and Franchising; Pro-Bono and Benefits-in-kind Revenue Streams What cash do we generate from each customer segment? For what value are our customers really willing to pay (or how will we set our prices)? How will be structure the economic exchange (sale, rental, etc.)? How will we conduct the sales transaction? Revenue Types: ?Asset sale ¨C selling a ¡°thing¡± ?Service Fees ?Usage & Subscription Fees ?Lending/Renting/Leasing ?Licensing Fixed pricing: ?List Price ?Customer segment dependent ?Incentivized pricing ?Product feature dependent ?Volume dependent Dynamic pricing: ?Negotiation (bargaining) ?Yield Management ?Real-time-Market ?Auctions Mission What is our company mission? (Whom we serve, how we do so, and the outcomes we create) Competitive Landscape Who are our key competitors? (largest, most menacing?) How do they compete? What are their value propositions? What are their strengths & weaknesses? Impact What impact do you expect to have? Describe how you might impact lives of users and/or society in general. # of Jobs created (direct and indirect)? # of lives impacted? Name / Company Name: Date: BMC Objective: Problem Statement What big problem are we setting out to solve? How large is it? How many people are affected? In what geographies? What external factors surround the problem and might influence our strategy and operations, e.g., the economy, technology, political conditions, social conditions, etc.?
- 2. Channels ? Instagram and FB to create awareness ? Using google reviews ? Owned website and third-party marketplaces ? Customer care for product usage and all enquiry Value Propositions ? Improved pet health and wellbeing ? Odor control ? Reduced pet shedding ? Easier grooming ? Cost savings Key Resources ? Manufacturing facility and Team ? Sales and Marketing Team ? R & D team ? Cash flow Key Partners ? Raw material suppliers ? HR consulting agency ? Design & Marketing agency ? Bank Key Activities ? Manufacturing ? Marketing ? Logistics ? Advertisement and education ? R & D ? New product design and Launches Customer Relationships ? Dedicated personal assistance on product usage and benefits ? videos for easy understanding on usage ? Whatsapp inbox support Customer Segments ?Pet parents having Dogs or cats in their home ?Vet Hospitals ?Veterinary Doctors ?Pet shops ?Pet grooming studios ?Independent Pet groomers ?Pet Training schools ?Independent Pet trainers ?Pet boardings Cost Structure ? Fixed costs and variable costs ? Marketing cost Revenue Streams ? Sale of goods B2B, B2C Mission Competitive Landscape Impact Name / Company Name: Shameer / Petwell India Date: 08/01/2022 BMC Objective: Problem Statement