Business Model Canvas

The BMCC recommends the use of the business model canvas developed by Alexander Osterwalder & Yves Pigneur. The video below describes how to use the canvas and here is a link to a digital version of the canvas that you can use. You can also download a printable copy of the canvas here. Also check out the for additional business model canvas resources.

Validating a Business Model
Validating a business model is the most crucial part of starting a company.  By testing a simple hypotheses countless of hours and resources can be saved. Invest a few minutes to understand this new approach to entrepreneurship-it will change your life.

What is a Business Model?
Developing a business model is a different process than writing a business plan and is at the very heart of a new approach to entrepreneurship. On the Lean Startup & Business Modeling Videos page you will find videos from thought leaders on this new perspective.
The 3 Key Steps of Successful Business Model Validation
1. Identify and track your assumptions with the business model canvas
2. Test your assumptions in the field with customers and pivot if your model is wrong
3. Demonstrate that you have gained market traction using feedback from actual customers
Validation Process
Below is a condensed work plan for what a team actually does to validate a business model and have a chance of winning the IBMC.
Find a Problem

Find a big customer problem worth solving and write down all your key hypotheses about the business model to solve this problem. We recommend that you use Alex Osterwalder’s Business Model Canvas as a scorecard to track your assumptions and the changes that you make.Nail the PainGet outside the building and interview customers face-to-face to understand the “job” customers are trying to do, their current pain, and how they solve that pain. Pivot when you discover you are wrong.Nail the SolutionDevelop a minimum viable product prototype and get outside the building face-to-face with customers to test your vision of the solution. Pivot when you discover you are wrong. Repeat these tests until you nail the solution.Nail the Go-to-Market StrategyGet outside the building to understand the end-to-end customer buying process, the market communication infrastructure, the distribution infrastructure. Identify the leverage points. Pivot.

Nail the Business Model

Use the facts discovered to validate the revenue model for the business.


Throughout the process learn to change course whenever you discover you are wrong.

Whichever particular method you use, the key steps are to 1) identify your assumptions, 2) get outside the building to test those assumptions, 3) validate the facts with customers and pivot as needed, and 4) identify lessons learned. For the competition, you will tell us about the process you went through, revealing the dead ends and surprises that you discovered along the way.

Remember, the goal is validated learning about the business model assumptions and failing early is a success compared to failing late. If you fail but have a compelling story, submit anyway—you may get the award!

View Video Resources

Training Workshop Videos

The deadline to apply for CBMC has been extended until Feb. 15th, 2016!
Please use the application form on our website to apply and check out our webinar for details and helpful hints on how to prepare a great video application.

(Please note that some of the information in these videos pertain only to the International Business Model Competition)

Submission Training Workshop Video

Submission Training Workshop Slides


Slides for 4th IBMC Submission Training Workshop


03 December 2013: Training Workshop #3 Video



03 December 2013: Training Workshop #3 Slides


IBMC Training Workshop #3 Slides


05 November 2013: Training Workshop #2 Video


05 November 2013: Training Workshop #2 Slides


Slides for Business Model Training Workshop 2


15 October 2013: Training Workshop #1 Video

 15 October 2013: Training Workshop #1 Slides


Master Slides for 1st BMC Training Workshop 2013-10-15

Creating Your Video

The following are two options for creating your video:


Screencast-O-Matic is a simple, easy to use software that allows you to quickly record your screen and audio. This free tool allows you to upload the resulting video straight to YouTube.



Camtasia Studio

Camtasia Studio is a more advanced screen recording and video editing software that can produce more professional videos. A free trial is offered.


Submission Examples


Balance (4th Place), Pontifical Catholic University of Chile


Fairweather Chef (3rd Place), Harvard Business School


Soletics (Semi-Finalist), Grand Valley State University


Submission Format

Although there is not one format for successful submission videos, we suggest that videos contain the following components to communicate effectively:

Title Slide
Who are you and what does the business do (pain and solution)?

Assumption Slides
What were your initial hypotheses? Did you identify a customer problem? What were the key hypotheses about the business model? Remember some of your most important hypotheses are about customer pain and your solution to that pain.

Action Slides
How did you test these hypotheses? What specific tests did you conduct? What did you discover? What facts were uncovered? What facts remain to be uncovered? One of the major purposes of the competition is to see if you have truly NAILED THE PAIN—but what data do you have?

Pivot Slides
How were your initial assumptions proved right or wrong? What pivots did you make?

Validated Business Model Slides
Diagram your business model and present the facts? How does the business make and deliver value? Consider the following critical points to communicate:


  • Solution Slides – Explain your current solution to the customer problem. What evidence do you have of this solution (customer statements, pilot commitments, purchase orders?)


  • Go-to-Market Strategy – Indicate the decision-makers and influencers of getting to a consummated sale. Share the facts and opinions you have gathered from customers that show you understand and can convincingly communicate with customers.


  • Size of Market – Be able to show TAM,SAM, your target market, and your apex for entry into the market.

Lessons Learned
Be sure to communicate the lessons learned, including pivots and failure.

Appendices should be included only when they support the body of the model. These additional slides need to be available for giving context and for answering questions judges might have. Because judges might not read all the material in the appendices, the body of the model must contain all information pertinent to the model.

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