Business Model Canvas Workshop for Microsoft Partners

This workshop introduces a successful business modeling framework – Business Model Canvas – that can be applied when building your Microsoft practice. Business Model Canvas can be used in new business initiatives or in transforming your current business model to take advantage of the cloud. The model works with any type of Microsoft business practice and gives the workshop participant powerful tools to be used on an ongoing basis.

The course is based on the long experience from workshops led by Dr. Petri I. Salonen and seminars for Microsoft partners around the world. Dr. Salonen believes in experience-driven education whereby the content is based on topics that are relevant to any Microsoft partner. You can find more about Dr. Salonen’s background with links to social media like LinkedIn and Twitter.



Dr. Petri I. Salonen – Your Instructor

DrSalonen 002The course will be led by Dr. Petri I. Salonen who is Founder and CEO of TELLUS International and formerly CEO for a software company and Chairman for two Microsoft System Integrators.

Why should you be interested?

  • To learn how to use the popular Business Model Canvas Framework – a framework used by thousands of companies around the world.
  • To learn about best practices from workshops run by Dr. Petri I. Salonen.
  • To learn how to put a business model canvas into work and execute on a strategy.
  • To learn from other companies and their experiences in business modeling.

Who should be interested in this workshop?

If you want to learn how thousands of companies are thinking about their business models for a service or solution, this course provides you with the tools to take the first steps in your road of new business models.

The course benefits people from all different functional parts of an organization such as product management, product development, sales, marketing, finance/accounting or any other area where you want to achieve a better understanding how to build business models.

How is this workshop delivered?

  • The pre-study phase is delivered online using Lync/Skype.
  • The workshop phase is delivered at defined location with classroom setting.Each participant is assumed to have access to a tablet/laptop for exercises.
  • The post-analysis phase is delivered online using Lync/Skype.

We will be using an online tool to create a business model canvas for the offering/solution that the workshop participant wants to be working on during the workshop day and for the follow-up session.


Phase 2: Workshop

The agenda for the actual workshop is based on providing guidance on each of the nine (9) building blocks in a business model canvas. Dr. Salonen will also give lots of examples of how to think about a business model and what kind of common mistakes organizations make when building a business model. During the day, Dr. Salonen will provide many examples of different types of business models that he has learned when working with tens of companies during the past few years.

SESSION 1: The importance of business models in building your Microsoft practice. Learn what others have done and how they have done it.

  • Examples of well-known business models and companies.
  • Examples of Microsoft partners and their transformation into cloud business models.
  • Examples of how Microsoft ecosystem is changing from a channel perspective and how you can build a successful channel model.

SESSION 2: Using a Business Model Canvas as foundation when planning your business.

  • Learn how to use Business Model Canvas to plan your business.
  • Learn what kind of tools you can use in building your business model canvas.
  • Learn what to focus on in building your business model canvas and learn from the tens of workshops that Dr. Salonen has led.

SESSION 3: Defining a strong Value Proposition and Market Segment to your offering/solution.

  • Learn how to define an effective Value Proposition that addresses the needs of a selected market segment.
  • Learn about the best practices of defining a Value Proposition for your business model.
  • Exercise where the participant fills the Business Model Canvas using an online tool.

SESSION 4: Defining Customer Relationships and Sales Channel for your offering/solution.

  • Learn how to define Customer Relationships and how your new business model will change the way you interact with your customers.
  • Learn what other organizations have found out when changing their business model and its customer relationships.
  • Learn how to think about your sales channels and channel models by examples from real business transformation cases led by Dr. Salonen.
  • Exercise where the participant fills the Business Model Canvas using an online tool.

SESSION 5: Defining a Revenue Model for your offering/solution.

  • Learn how the Revenue Model change will impact your business.
  • Learn how to think about recurring revenue streams and how it impacts every other aspect of your business.
  • Learn about other companies and how they have changed their revenue model including pricing models.
  • Exercise where the participant fills the Business Model Canvas using an online tool.

SESSION 6: Defining Key Partners, Key Resources and Key Activities for your offering/solution.

  • Learn what kind of different aspects an organization should be thinking about when resourcing a new business model.
  • Learn to understand how to view partnering as a resource and what type of resources an organization should keep within the company.
  • Learn how to view key activities when building a business model and how these will impact your business model execution success.
  • Exercise where the participant fills the Business Model Canvas using an online tool.

SESSION 7: Defining your Cost Structure for your offering/solution.

  • Learn how to consider Cost Structure components when building a new business model .
  • Learn how to align Revenue Model with Cost Structure and what kind of implications it has on the overall business model.
  • Exercise where the participant fills the Business Model Canvas using an online tool.

CONCLUSIONS: Summary of the day with next steps.

  • Learning’s of the day with discussion and Q&A.
  • Guidance of preparation for the next steps in the program with follow-up call with participating company.

What can you expect from post-analysis session?

  • The participant will have a chance to present the business model created during the workshop to colleagues within the organization and continue redefining the model.
  • The participant can bring other colleagues to the follow-up session with Dr. Salonen.
  • The follow-up session is based on 1-to-1 setting where the participating company will get full attention from Dr. Salonen.

  • Thanks Petri for the workshop – it was great to see other solutions and to discuss them. We also received the books – many thanks. It is great reading as well as the other content Petri.
  • Useful.Interesting.I enjoyed the session.
  • Petri is great and content is great.
  • Good combination of theory and practice.
  • Very good and interesting day. Big thanks to Petri!
  • Petri is phenomenal! Thanks Microsoft!
  • Extremely interesting set of information!