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CH05 BMC Coherence Check

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Source: Chapter 5 “Designing the Business Model” / KM034–KM042 This worksheet transfers the questions and frameworks from KM034–KM042 directly into fill-in-the-blank form. No new methodology has been added.

1. Organizing the Three Axes (KM034)

First, write one sentence each for the basic skeleton of the business model: creating customer value, delivering customer value, and the structure for making money.

  • Creating customer value: (Example sentence: We solve [which problem] for [which customer]. Or we satisfy [which need] of [which customer].)
    • Write: ______________________________________________________
  • Delivering customer value: (Example sentence: We make our value known through [which channel] with [which strategy].)
    • Write: ______________________________________________________
  • Structure for making money: (Example sentence: We make money in [which way]. Or we make money by selling [what].)
    • Write: ______________________________________________________

2. Value Delivery Structure — Customer, Channel, Customer Relationships (KM036)

  • Who is the customer segment we have chosen? How does that choice change the product specification, channel, and customer relationship?
    • Write: ______________________________________________________
  • Channel: What is the entire interface through which the customer contacts us, understands and evaluates the product, purchases it, receives it, and gets after-sales support? (Which does it fall under — B2C, B2B, or B2G?)
    • Write: ______________________________________________________
  • Customer Relationships: How will we acquire, retain, and expand customers? (Personal assistance / dedicated account management / self-service / automation / community)
    • Write: ______________________________________________________
  • Does this delivery structure answer not only “where will we sell” but also “what experience will we sustain at what cost”?
    • Write: ______________________________________________________

3. Value Creation Structure — Key Resources, Key Activities, Key Partnerships (KM037)

  • Key Resources: What resources are indispensable for realizing the Value Proposition, reaching customers, and generating revenue? (Technology / specialized personnel / production facilities / data / brand / patents / sales network)
    • Write: ______________________________________________________
  • Key Activities: What are the actual activities that use these resources to create value, and among them, which connect directly to customer value?
    • Write: ______________________________________________________
  • Which activities will we perform internally, and which will we outsource?
    • Write: ______________________________________________________
  • Key Partnerships: Which resources and activities do we depend on whom for? How does that dependence affect cost, negotiating power, and supply stability?
    • Write: ______________________________________________________

4. Value Capture Structure — Cost Structure and Revenue Streams (KM038)

This stage is not for calculating cost or setting price. It only confirms the “direction” of the cost and revenue produced by the prior choices. Specific cost, price, and Revenue Model calculations are covered in CH06.

  • Revenue structure (How to Sell): In what direction do customer, customer touchpoint, market segment, and charging method drive revenue?
    • Write: ______________________________________________________
  • Cost structure (How to Make): In what direction do key activities, resource acquisition, and the choice of in-house, outsourced, or partnered work drive cost?
    • Write: ______________________________________________________

5. Building the BMC Connecting Sentence (KM039)

Fill in the blanks below and read it as one continuous sentence. If there is a segment where the sentence does not flow naturally, the decision for that segment has not yet been resolved.

“This customer ( ______________ ) wants this value ( ______________ ) because of this problem ( ______________ ). We choose this channel ( ______________ ) and this relationship approach ( ______________ ) to deliver this value. We need this resource ( ______________ ) and this activity ( ______________ ) to fulfill this promise, and we secure what is missing through this partner ( ______________ ). This structure produces this cost ( ______________ ) and this revenue ( ______________ ).”

  • Is there a segment above where the sentence breaks? Where?
    • Write: ______________________________________________________

6. T-Canvas Extension Check (KM040)

(Apply to businesses where market risk and product risk coexist, especially technology startups)

  • Exploring risk and opportunity (row 1, based on PEST): What opportunities and risks have you found in the external environment and industry structure?
    • Write: ______________________________________________________
  • Overcoming product risk and Business Development (row 2): What are the customer, the problem, the solution, and the product development partners?
    • Write: ______________________________________________________
  • Overcoming pathway risk and the Value Proposition (row 3): What is the comparative advantage against competing and substitute products, and what are the customer touchpoints and channels?
    • Write: ______________________________________________________
  • Do the judgment “the market looks good” and the judgment “our technology is good” meet within a single business structure?
    • Write: ______________________________________________________

7. Business Model Story (KM041)

Rewrite the canvas content as a single-direction story following the customer’s purchase logic.

  • Serious customer problem: ______________________________________________
  • Limits of existing solutions: ____________________________________________
  • Our differentiated solution and Competitive Advantage: __________________________________
  • Final customer value: ________________________________________________

Check questions:

  • Do the customer problem and the solution make logical sense together?
    • Write: ______________________________________________________
  • Does the Competitive Advantage correspond to a buying point the customer considers important?
    • Write: ______________________________________________________
  • Is the path to the actual point of purchase clear?
    • Write: ______________________________________________________

8. Completeness Judgment Checklist (KM042)

Mark each item below “Yes/No” and briefly note the basis.

  • Is the customer value clear?
    • Basis: ______________________________________________________
  • Does a channel and relationship structure exist to deliver that value?
    • Basis: ______________________________________________________
  • Can the resources, activities, and partners needed to create the promised value be secured?
    • Basis: ______________________________________________________
  • Do these choices connect without contradiction? (Coherence)
    • Basis: ______________________________________________________

Note: “Complete” here does not mean the business will succeed. It means that the customer value, delivery structure, creation structure, and cost/revenue direction have connected into a single logic, reaching a state that can be calculated and validated in the next stage (cost, price, business feasibility validation, CH06).

  • Does the value the customer wants demand too much cost? (Whether product specification/channel/customer segment need to be reviewed again)
    • Write: ______________________________________________________
  • Is securing the key resources difficult? (Whether partnerships/target market need to be reviewed again)
    • Write: ______________________________________________________