business-model-canvas

name	business-model-canvas
description	Business model design using Alexander Osterwalder's 9 building blocks. Use when: business model, canvas, value proposition, customer segments, revenue streams, startup planning, analyze business, business strategy.

Help design and analyze business models using the Business Model Canvas framework - 9 interconnected building blocks that describe how a company creates, delivers, and captures value.

<quick_start> Generate a canvas:

/business-model canvas for [company/idea]

Claude will analyze all 9 blocks:

1. Customer Segments (who are we serving?)
2. Value Propositions (what value do we deliver?)
3. Channels (how do we reach customers?)
4. Customer Relationships (how do we engage?)
5. Revenue Streams (how do we make money?)
6. Key Resources (what do we need?)
7. Key Activities (what must we do?)
8. Key Partnerships (who helps us?)
9. Cost Structure (what does it cost?) </quick_start>

<the_9_blocks>

1. Customer Segments

Question: For whom are we creating value? Who are our most important customers?

Types:

Type	Description	Example
Mass Market	No distinction between segments	Consumer electronics
Niche Market	Specific, specialized segment	Luxury goods
Segmented	Slightly different needs	Bank retail vs private
Diversified	Unrelated segments	Amazon (retail + AWS)
Multi-sided	Interdependent segments	Credit cards (merchants + cardholders)

2. Value Propositions

Question: What value do we deliver? Which problems do we solve?

Value Types:

• Newness - New needs customers didn't know they had
• Performance - Improving product/service performance
• Customization - Tailoring to specific needs
• Getting the Job Done - Simply helping get things done
• Design - Superior design and aesthetics
• Brand/Status - Value from using a specific brand
• Price - Offering similar value at lower price
• Cost Reduction - Helping customers reduce costs
• Risk Reduction - Reducing risks customers incur
• Accessibility - Making products available to new segments
• Convenience/Usability - Making things easier to use

3. Channels

Question: How do we reach our customers? Which channels work best?

Channel Phases:

1. Awareness - How do we raise awareness?
2. Evaluation - How do we help customers evaluate?
3. Purchase - How do we allow customers to purchase?
4. Delivery - How do we deliver value?
5. After-sales - How do we provide post-purchase support?

Channel Types:

Type	Owned	Partner
Direct	Sales force, web sales, own stores	-
Indirect	-	Partner stores, wholesalers

4. Customer Relationships

Question: What type of relationship does each segment expect?

Relationship Types:

• Personal Assistance - Human interaction during/after sale
• Dedicated Personal Assistance - Dedicated representative
• Self-Service - No direct relationship, all resources provided
• Automated Services - Mix of self-service + automation
• Communities - User communities for knowledge exchange
• Co-creation - Customer involvement in value creation

5. Revenue Streams

Question: For what value are customers willing to pay? How do they pay?

Revenue Types:

Type	Description	Pricing
Asset Sale	Selling ownership rights	Fixed/Dynamic
Usage Fee	Pay per use of service	Per unit
Subscription	Recurring access fee	Monthly/Annual
Lending/Leasing	Temporary right to use	Per period
Licensing	Intellectual property rights	Per license
Brokerage Fees	Intermediation fee	% of transaction
Advertising	Fees for advertising	CPM/CPC/CPA

Pricing Mechanisms:

• Fixed: List price, feature-dependent, segment-dependent, volume-dependent
• Dynamic: Negotiation, yield management, real-time market, auctions

6. Key Resources

Question: What key resources does our value proposition require?

Resource Categories:

Category	Examples
Physical	Facilities, equipment, vehicles, inventory, materials
Intellectual	Brands, patents, copyrights, proprietary knowledge, databases
Human	Creative talent, expertise, experience, skills
Financial	Cash, credit lines, stock options, guarantees

7. Key Activities

Question: What key activities does our value proposition require?

Activity Categories:

• Production - Designing, making, delivering products (manufacturing)
• Problem Solving - Finding solutions to individual problems (consulting)
• Platform/Network - Platform development, service provisioning, promotion (tech)

8. Key Partnerships

Question: Who are our key partners and suppliers?

Partnership Types:

Type	Purpose	Example
Strategic Alliance	Non-competitors	Airlines + Hotels
Coopetition	Competitors partnering	Samsung + Apple (components)
Joint Venture	New business development	Sony Ericsson
Buyer-Supplier	Assured supplies	Car manufacturers + suppliers

Partnership Motivations:

• Optimization and economies of scale
• Reduction of risk and uncertainty
• Acquisition of resources and activities

9. Cost Structure

Question: What are the most important costs in our business model?

Cost Focus:

Approach	Description	Example
Cost-Driven	Minimize costs wherever possible	Budget airlines, Walmart
Value-Driven	Focus on value creation	Luxury hotels, premium brands

Cost Characteristics:

• Fixed Costs - Same regardless of volume (salaries, rent)
• Variable Costs - Vary with production volume (materials)
• Economies of Scale - Lower cost per unit with volume
• Economies of Scope - Lower cost with broader operations

</the_9_blocks>

<canvas_generation_algorithm>

Canvas Generation Process

Step 1: Identify Customer Segments

For each potential segment:
  - Define demographics/firmographics
  - Assess market size
  - Evaluate accessibility
  - Score attractiveness (1-10)

Prioritize: Focus on top 2-3 segments

Step 2: Define Value Propositions

For each priority segment:
  - List jobs-to-be-done
  - Identify pains to relieve
  - Identify gains to create
  - Match to value types above

Map: segment → value proposition(s)

Step 3: Design Channels

For each channel phase:
  - Awareness: [channels]
  - Evaluation: [channels]
  - Purchase: [channels]
  - Delivery: [channels]
  - After-sales: [channels]

Optimize: Cost vs reach vs customer preference

Step 4: Define Customer Relationships

For each segment:
  - Determine relationship type
  - Consider acquisition cost
  - Plan retention strategy
  - Define upsell path

Step 5: Establish Revenue Streams

For each value proposition:
  - Select revenue type
  - Choose pricing mechanism
  - Estimate willingness to pay
  - Project revenue potential

Step 6: Identify Key Resources

For value propositions + channels + relationships:
  - List required physical resources
  - List required intellectual resources
  - List required human resources
  - List required financial resources

Step 7: Define Key Activities

For each key resource:
  - Define activities to acquire
  - Define activities to maintain
  - Define activities to leverage

Categorize: Production / Problem Solving / Platform

Step 8: Establish Key Partnerships

For each activity not core to business:
  - Evaluate build vs buy vs partner
  - Identify potential partners
  - Define partnership type
  - Establish terms

Step 9: Calculate Cost Structure

Sum all costs:
  - Fixed costs (resources, overhead)
  - Variable costs (per unit)
  - Partnership costs

Determine: Cost-driven or Value-driven approach

</canvas_generation_algorithm>

<output_format>

Business Model Canvas Output

Visual Canvas Layout

┌─────────────────┬─────────────────┬─────────────────┬─────────────────┬─────────────────┐
│ Key Partners    │ Key Activities  │ Value           │ Customer        │ Customer        │
│                 │                 │ Propositions    │ Relationships   │ Segments        │
│ • Partner 1     │ • Activity 1    │                 │                 │                 │
│ • Partner 2     │ • Activity 2    │ • Value 1       │ • Type 1        │ • Segment 1     │
│                 ├─────────────────┤ • Value 2       │ • Type 2        │ • Segment 2     │
│                 │ Key Resources   │                 │                 │                 │
│                 │                 │                 ├─────────────────┤                 │
│                 │ • Resource 1    │                 │ Channels        │                 │
│                 │ • Resource 2    │                 │                 │                 │
│                 │                 │                 │ • Channel 1     │                 │
│                 │                 │                 │ • Channel 2     │                 │
├─────────────────┴─────────────────┴─────────────────┴─────────────────┴─────────────────┤
│ Cost Structure                    │ Revenue Streams                                     │
│                                   │                                                     │
│ Fixed: $X                         │ • Stream 1: $Y                                      │
│ Variable: $X per unit             │ • Stream 2: $Z                                      │
└───────────────────────────────────┴─────────────────────────────────────────────────────┘

Table Format

Block	Content
Customer Segments	[List segments]
Value Propositions	[List propositions]
Channels	[List channels by phase]
Customer Relationships	[List relationship types]
Revenue Streams	[List streams with pricing]
Key Resources	[List by category]
Key Activities	[List activities]
Key Partnerships	[List partners and purpose]
Cost Structure	[List costs, approach]

</output_format>

<validation_questions>

Canvas Validation Checklist

Customer Segments

• Are segments clearly defined and distinct?
• Is market size quantified?
• Are they profitable to serve?

Value Propositions

• Does it solve a real problem or satisfy a need?
• Is it differentiated from competitors?
• Is value clearly articulated?

Channels

• Are channels cost-efficient?
• Do they reach target segments effectively?
• Are they integrated across phases?

Customer Relationships

• Do relationships match segment expectations?
• Are acquisition costs sustainable?
• Is there a retention strategy?

Revenue Streams

• Are customers willing to pay?
• Is pricing competitive yet profitable?
• Are revenue streams diversified?

Key Resources

• Are all critical resources identified?
• Are intellectual assets protected?
• Is human capital sustainable?

Key Activities

• Are activities aligned with value proposition?
• Are processes documented and scalable?
• Is quality maintained?

Key Partnerships

• Are partnerships strategically valuable?
• Are dependencies manageable?
• Are terms favorable?

Cost Structure

• Are all costs accounted for?
• Is the model profitable at scale?
• Are there cost optimization opportunities?

</validation_questions>

<canvas_metrics>

Canvas Health Metrics

Viability Score (0-100)

Customer fit:     (segment_clarity + value_alignment) / 2 × 20
Channel efficiency: (reach + cost_efficiency) / 2 × 15
Relationship depth: (retention + satisfaction) / 2 × 15
Revenue potential:  (streams_diversity + pricing_power) / 2 × 20
Cost efficiency:    (margin + scalability) / 2 × 15
Resource strength:  (capabilities + sustainability) / 2 × 15
──────────────────────────────────────────────────────────────
Total:             Sum of above (max 100)

Key Ratios

Ratio	Formula	Healthy Range
CAC	Total acquisition cost / New customers	Industry-dependent
LTV:CAC	Lifetime value / Acquisition cost	> 3:1
Gross Margin	(Revenue - COGS) / Revenue	> 50% for SaaS
Burn Rate	Monthly cash outflow	< 1/12 of runway

</canvas_metrics>

<example_session>

Example: AI-Powered CRM Startup

User: Create a business model canvas for an AI-powered CRM for small businesses

Customer Segments

• Primary: Small businesses (10-50 employees) in service industries
• Secondary: Solopreneurs and freelancers
• Characteristics: Tech-savvy, growth-oriented, limited IT resources

Value Propositions

• AI automates data entry from emails/calls (saves 5+ hours/week)
• Predictive lead scoring (increases close rate 20%)
• Natural language queries ("Show my hottest leads in Texas")
• Affordable pricing (1/3 of enterprise CRM cost)

Channels

• Awareness: Content marketing, SEO, partner referrals
• Evaluation: Free trial, demo videos, ROI calculator
• Purchase: Self-service online checkout
• Delivery: Cloud SaaS, browser + mobile apps
• After-sales: In-app chat, knowledge base, email support

Customer Relationships

• Self-service: Most interactions automated
• Automated: AI-powered onboarding, tips, alerts
• Community: User forum, template sharing
• Personal: High-touch for annual plans (10+ seats)

Revenue Streams

• Subscription: $29/user/month (monthly) or $19/user/month (annual)
• Premium Features: AI analytics add-on +$10/user/month
• Integration Marketplace: 20% rev share on partner integrations

Key Resources

• Proprietary AI/ML models (NLP, prediction)
• Cloud infrastructure (AWS/GCP)
• Engineering team (10 FTEs)
• Customer success team (3 FTEs)

Key Activities

• AI model training and improvement
• Platform development and maintenance
• Customer acquisition and onboarding
• Integration partnerships

Key Partnerships

• Cloud providers (AWS, GCP) - infrastructure
• Communication platforms (Twilio, email APIs) - integrations
• Accounting software (QuickBooks, Xero) - data sync
• Referral partners (consultants, VARs) - distribution

Cost Structure

• Fixed: Salaries ($800K/yr), office ($50K/yr), tools ($30K/yr)
• Variable: Cloud costs ($2/user/month), support ($1/user/month)
• Approach: Value-driven (premium AI features justify pricing)

Canvas Score: 78/100

• Customer fit: 18/20 (strong segment-value match)
• Channel efficiency: 12/15 (need more paid acquisition)
• Relationship depth: 11/15 (automation good, retention TBD)
• Revenue potential: 16/20 (pricing competitive, upsell path clear)
• Cost efficiency: 12/15 (good unit economics)
• Resource strength: 9/15 (AI talent competitive market)

</example_session>

<success_criteria> Canvas is successful when:

• All 9 building blocks are populated with specific, actionable content
• Customer segments are clearly defined with quantified market size
• Value propositions address real problems with clear differentiation
• Revenue streams match customer willingness to pay
• Cost structure supports sustainable unit economics (LTV:CAC > 3:1)
• Canvas Viability Score calculated (target: 60+/100)
• Validation checklist completed for each block </success_criteria>

<activation_triggers> This skill activates for:

• "business model canvas"
• "business model for [company]"
• "value proposition for"
• "customer segments"
• "revenue model"
• "startup canvas"
• "analyze this business"
• "9 building blocks"
• "Osterwalder canvas" </activation_triggers>

<integration_points>

Strategy Skill Cluster

BMC integrates with 4 other strategy skills for first-principles thinking:

Skill	Connection
JTBD	Customer Segments block should be defined by the jobs they're hiring for, not demographics
Blue Ocean	ERRC grid outputs feed directly into Value Propositions (Create/Raise = new value props)
Challenger Sale	Customer Segments × Value Propositions = your stakeholder tailoring matrix
NSTTD	Customer Relationships block benefits from tactical empathy — how you engage each segment

Pipeline: JTBD (what job?) → Blue Ocean (where's the space?) → BMC (how to deliver?) → Challenger (what insight?) → NSTTD (how to communicate?) </integration_points>

Emit Outcome Sidecar

Write to ~/.claude/skill-analytics/last-outcome-business-model-canvas.json: {"ts":"[UTC ISO8601]","skill":"business-model-canvas","version":"1.0.0","variant":"default","status":"[success|partial|error]","runtime_ms":[ms],"metrics":{"canvases_created":[n],"blocks_filled":[n],"hypotheses_generated":[n]},"error":null,"session_id":"[YYYY-MM-DD]"}