24 ©2018 WASHINGTON DC ECONOMIC PARTNERSHIP
THE BUSINESS MODEL CANVAS
KEY
PARTNERS
KEY
ACTIVITIES
VALUE
PROPOSITIONS
CUSTOMER
RELATIONSHIPS
CUSTOMER
SEGMENTS
• Who are your
key partners,
suppliers,
collaborators,
and stakeholders
that can help you
leverage your
business model?
• Do you need
financial,
physical, IP, or
HR support?
• Who is the
competition?
What are the
alternatives?
• What are the main
deliverables for the
business to show
success?
• For each segment,
what are the unique
products/services you
will provide?
• What is your customer’s
issue? What is broken?
• What is the benefit to
solve the issue?
• Why is your solution
something the client
will buy?
• How do you attract,
keep, and grow your
customer relationships?
• How much does is cost
to establish and grow
those relationships?
• For which people or
organizations are you
creating value?
• Who are the simple
users and who are the
paying customers?
• What are their
demographics and
values?
• Who will be the early
adopters of your
solution?
KEY
RESOURCES
CHANNELS
• What infrastructure do
you need to launch,
operate, and grow
your business?
• Using which specific
touch points or tools
will you interact with
your customers and
deliver value?
COST STRUCTURE REVENUE STREAMS
• What are the costs associated with this business model?
• What resources and activities are most expensive?
• How and through what pricing model will you capture the value?
• For what are the customers ready/willing to pay?
• How much are the willing to pay?
• How much does each revenue stream contribute to the
overall revenue?
Format derived from Alexander Osterwalder and Yves Pigneur's "Business Model
Generation" (found at businessmodelgeneration.com/canvas) and used under Creative
Commons. Some concepts derived from Steve Blank’s “How to Build a Startup”.
/canvas)