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W ha t a re th e m os t i m po rta nt co sts in he re nt in ou r b us ine ss m od el? W hic h K ey R es ou rce s a re m os t e xp en siv e? W hic h K ey A ct ivi tie s a re m os t e xp en siv e? AT eT ]d T�B caT P\ bThrou gh w hic h C ha nn els do ou r C us to m er Se gm en ts w an t t o b e r ea ch ed ? Ho w ar e w e r ea ch ing th em no w? Ho w ar e o ur C ha nn els in te gr at ed ? W hic h o ne s w or k b es t? W hic h o ne s a re m os t c os t-e ffi cie nt ? Ho w ar e w e i nt eg ra tin g t he m w ith cu sto m er ro ut ine s? Fo r w ha t v alu e a re ou r c us to m er s r ea lly w illi ng to pa y? Fo r w ha t d o t he y c ur re nt ly pa y? Ho w ar e t he y c ur re nt ly pa yin g? Ho w w ou ld th ey pr ef er to pa y? Ho w m uc h d oe s e ac h R ev en ue St re am co nt rib ut e t o o ve ra ll r ev en ue s? 2W P] ]T [b 2d bc^ \ Ta �A T[P cX^ ]b WX _b 2d bc^ \ Ta �B TV \ T] cb RW P] ]T [�_ WP bT b) �� 0f Pa T] Tb b �� �7 ^f �S ^�f T�a PX bT �P f Pa T] Tb b�P Q^ dc �^d a�R ^\ _P ]h zb� _a ^S dR cb �P ]S �bT ae XRT b. !� �4 eP [d Pc X^ ] �� ��7 ^f �S ^�f T�W T[_ �Rd bc ^\ Ta b�T eP [d Pc T�^ da �^a VP ]X iP cX^ ]z b�E P[ dT �? a^ _^ bXc X^ ]. "�� ?d aR WP bT �� �7 ^f �S ^�f T�P [[^ f �Rd bc ^\ Ta b�c ^�_ da RW Pb T�b _T RX R�_ a^ Sd Rc b�P ]S �bT ae XRT b. #� �3 T[X eT ah �� ��7 ^f �S ^�f T�S T[X eT a�P �E P[ dT �? a^ _^ bXc X^ ]� c^ �Rd bc ^\ Ta b. $�� 0U cT a�b P[ Tb �� �7 ^f �S ^�f T�_ a^ eX ST �_ ^b c�_ da RW Pb T�R db c^ \ Ta �bd __ ^a c. < Pb b�< Pa ZT c = XRW T�< Pa ZT c BT V\ T] cT S 3X eT ab X TS < d[ cX� bXS TS �? [P cU^ a\ Tg P\ _[ Tb ?T ab ^] P[ �P bb Xbc P] RT 3T SX RP cT S� ?T ab ^] P[ �0 bb Xbc P] RT BT [U� BT ae XRT 0d c^ \ Pc TS �B Ta eX RT b 2^ \ \ d] XcX Tb 2^ �R aT Pc X^ ] Fo r w ho m ar e w e c re at ing va lue ? W ho ar e o ur m os t i m po rta nt cu sto m er s? W ha t t yp e o f r ela tio ns hip do es ea ch of ou r C us to m er Se gm en ts ex pe ct us to es ta bli sh an d m ain ta in w ith th em ? W hic h o ne s h av e w e e sta bli sh ed ? Ho w ar e t he y i nt eg ra te d w ith th e r es t o f o ur bu sin es s m od el? Ho w co stl y a re th ey ? EP [d T�? a^ _^ bXc X^ ]b :T h�0 Rc Xe XcX Tb :T h�? Pa c] Ta b :T h�A Tb ^d aR Tb 2^ bc� Bc ad Rc da T W ha t v alu e d o w e d eli ve r t o t he cu sto m er ? W hic h o ne of ou r c us to m er ’s pr ob lem s a re w e h elp ing to so lve ? W ha t b un dle s o f p ro du ct s a nd se rv ice s a re w e o ffe rin g t o e ac h C us to m er Se gm en t? W hic h c us to m er ne ed s a re w e s at isf yin g? W ha t K ey A ct ivi tie s d o o ur V alu e P ro po sit ion s r eq uir e? Ou r D ist rib ut ion C ha nn els ? Cu sto m er R ela tio ns hip s? Re ve nu e s tre am s? W ho ar e o ur K ey Pa rtn er s? W ho ar e o ur ke y s up pli er s? W hic h K ey R es ou rce s a re w e a cq uir ing fr om pa rtn er s? W hic h K ey A ct ivi tie s d o p ar tn er s p er fo rm ? W ha t K ey R es ou rce s d o o ur V alu e P ro po sit ion s r eq uir e? Ou r D ist rib ut ion C ha nn els ? C us to m er R ela tio ns hip s? Re ve nu e S tre am s? RW Pa PR cT aX bc XR b = Tf ]T bb ?T aU^ a\ P] RT 2d bc ^\ Xi Pc X^ ] {6 Tc cX] V�c WT �9^ Q� 3^ ]T | 3T bXV ] 1a P] S� Bc Pc db ?a XRT 2^ bc �A TS dR cX^ ] AX bZ �A TS dR cX^ ] 0R RT bb XQ X[X ch 2^ ]e T] XT ]R T� Db PQ X[X ch RP cT V^ aX Tb ?a ^S dR cX^ ] ?a ^Q [T\ �B ^[ eX ]V ?[ Pc U^ a\ �= Tc f ^a Z ch _T b�^ U� aT b^ da RT b ?W hb XRP [ 8] cT [[T Rc dP [�� Qa P] S� _P cT ]c b�� R^ _h aXV Wc b�� SP cP � 7 d\ P] 5X ]P ]R XP [ \ ^c Xe Pc X^ ]b �U ^a �_P ac ]T ab WX _b ) >_ cX\ Xi Pc X^ ]� P] S� TR ^] ^\ h� AT Sd Rc X^ ]� ^U �aX bZ �P ]S �d ]R Ta cP X] ch 0R `d XbX cX^ ]� ^U �_ Pa cXR d[ Pa �aT b^ da RT b�P ]S �P Rc Xe XcX Tb Xb �h ^d a� Qd bX ]T bb �\ ^a T) 2^ bc �3 aXe T] ��[ TP ]T bc �R^ bc �bc ad Rc da T�� [^ f �_ aXR T�e P[ dT �_ a^ _^ bXc X^ ]� �\ Pg X\ d\ �P dc ^\ Pc X^ ]� �Tg cT ]b Xe T�^ dc b^ da RX] V� EP [d T�3 aXe T] ��U ^R db TS �^] �e P[ dT �Ra TP cX^ ]� �_ aT \ Xd \ �e P[ dT �_ a^ _^ bXc X^ ]� bP \ _[ T� RW Pa PR cT aX bc XR b) 5X gT S� 2^ bc b�� bP [P aXT b�� aT ]c b�� dc X[X cXT b� EP aXP Q[ T�R ^b cb 4R ^] ^\ XT b�^ U�b RP [T 4R ^] ^\ XT b�^ U�b R^ _T f f f� Qd bX] Tb b\ ^S T[ VT ]T aP cX^ ]� R^ \ CW T�1 db X] Tb b�< ^S T[ �2 P] eP b >] ) 8c Ta Pc X^ ]) 3T bXV ]T S�Q h) 3T bXV ]T S�U ^a ) Da y M on th Ye ar No . ch _T b) 0b bT c�b P[ T Db PV T�U TT Bd Qb Ra X_ cX^ ]� 5T Tb ;T ]S X] V� AT ]c X] V� ;T Pb X] V ;X RT ]b X] V 1a ^Z Ta PV T�U TT b 0S eT ac XbX ]V gT S� _a XR X] V ;X bc �? aXR T ?a ^S dR c�U TP cd aT �S T_ T] ST ]c 2d bc ^\ Ta �bT V\ T] c�S T_ T] ST ]c E^ [d \ T�S T_ T] ST ]c Sh ]P \ XR �_ aX RX ]V = TV ^c XP cX^ ]� �Q Pa VP X] X] V� HX T[S �< P] PV T\ T] c AT P[ �cX \ T� < Pa ZT c Th is w or k is li ce ns ed u nd er th e C re at iv e C om m on s A tt rib ut io n- Sh ar e A lik e 3. 0 U np or te d Li ce ns e. To v iew a c op y of th is li ce ns e, v is it ht tp :// cr ea tiv ec om m on s. or g/ lic en se s/ by -s a/ 3. 0/ or s en d a le tt er to C re at iv e C om m on s, 17 1 S ec on d St re et , S ui te 3 0 0, S an F ra nc is co , C al ifo rn ia , 9 41 0 5, U SA .
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