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Some companies have a technology but are unsure what market (customer) would strategically be the best target market for their initial launch. Some companies know their market (customer) but are unsure how to reach them, set pricing, or understand the industries specific product or regulatory requirements.
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Cantilever uses the Business Model Canvas (BMC) designed by Alex Osterwalder is intended to give a “snapshot” of a company’s potential at any point in time. It is a living document, continually updated as more information is gathered, and to guide the company in necessary next steps.
The necessary complement to the BMC is a methodology known as “Customer Discovery”. When done correctly, Customer Discovery involves the formulation of the necessary hypotheses that need to be true about customer behavior in order for the entire business model to be profitable. Each hypothesis is rigorously vetted with informational interviews with actual customers; and accepted, modified, or rejected as dictated by the information from these conversations.
All Cantilever Business Partners professionals are experts at teaching, assessing, guiding, and creating real Business Model Canvasses for any early-stage technology. Additionally, our seasoned backgrounds in various industries allow us to build upon the BMC as the cornerstone of all of our work.
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The ever elusive “Product-Market-Fit” is the most often cited reason for the failure of a startup. And yet, early stage technologies continue to get this wrong. And it’s not for a lack of trying. It’s a skill not often taught in traditional higher educational programs.
With a very tight focus on Value Propositions and Customer Segments, Cantilever can help entrepreneurs properly vet their target audience AND communicate their VALUE properly.
By taking it a step further, the proper distribution model can be vetted as well as identification of all the relevant stakeholders in the associated “ecosystem” including decision-makers, influencers, payers, saboteurs, etc.
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Once an entrepreneur has properly vetted their own “Product-Market-Fit”, a proper analysis of the necessary Operational capabilities is in order. From the Business Model Canvas, this includes Partners, Activities, and Resources. With an honest assessment of the skillset and experience of the team as a starting point, Cantilever Business Partners can help teams identify necessary talent and/or other resources that are needed to completely fill out the Business Model.
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Again, using the Business Model Canvas as a starting point, a deep dive on revenue models (from licensing to value-add products) can be vetted, as well as a complete understanding of operating costs including things like COGs analysis and optimization
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In addition to the modules described above, Cantilever personnel have real-world entrepreneurial experience complemented with useful corporate tools that can be implemented when your business is at the appropriate stage. Examples include 5S implementation, SBIR proposals, competitive analysis, etc.
We can also customize any of the above services tailored to your specific needs.