Avant de créer votre entreprise et de lancer votre marketplace, il y a quelques points essentiels à mettre en place. Parmi eux, la définition de votre business modèle est en tête de liste. On utilise le business model canvas pour tous type de création d’entreprise. Il sert à étudier l’environnement économique du projet, les premières actions stratégiques et les besoins en ressources de l’entreprise. Vous avez comme tout bon entrepreneur besoin d’avoir un plan d’action claire pour démarrer. Vous devez mettre toutes les chances de votre côté pour la réussite de votre marketplace. Je vais vous dire en quoi un business model canvas peut être utile pour votre plate-forme avec ce petit guide qui vous explique toutes ses fonctions.
Qu’est-ce qu’un business model canvas ?
Il s’agit d’un outil qui vous permet d’établir le modèle économique de votre entreprise. Présent sous plusieurs formes, le business model canvas le plus utilisé est celui d’Alexander Osterwalder. Il vous permet de visualiser facilement l’état des lieux de votre projet en 9 points :
- Proposition de valeur de votre marketplace
- Segmentation clients
- Canaux de distribution
- Relations client
- Sources de revenus
- Ressources clés
- Partenaires clés
- Activités principales de votre marketplace
- Structure des coûts
Le business model canvas est notamment utilisé dans la méthodologie Lean Startup pour faciliter la création d’un projet et anticiper les actions à mettre en place pour le mener à bien.
Comment le Business Model Canvas peut vous aider à clarifier votre projet de création de marketplace
Grâce à cet outil, vous allez pouvoir travailler sur les problématiques essentielles de votre projet de création de marketplace.
Quel est le petit plus de votre marketplace ?
On essaie tout d’abord de trouver ce qui fait la valeur ajoutée de votre entreprise ou de votre concept. A l’échelle de votre marketplace, vous devez établir quels sont les points forts de votre projet et ce qui vous différencie des autres acteurs du secteurs.
Qui sont vos clients?
Il est essentiel au départ que vous étudiez votre segmentation clients, Qui sont les personnes qui constituent votre communauté d’offreurs et d’acheteurs ? Pour répondre à cette question, établissez un persona pour chacune de vos cible, c’est-à-dire un personnage imaginaire représentant une de vos cibles.
Par quel biais aller vous former votre communauté d’utilisateurs?
Quand on réalise un business model canvas, on se demande aussi où seront distribués nos produits, s’il s’agit de vente directe ou de s’associer avec des grossistes. Votre distribution s’effectue sur internet, via votre plate-forme. – La communication : Développer votre marketplace est une chose, mais comment allez-vous vous faire connaître auprès de votre cible ?
Les sources de revenus de votre marketplace
Selon le modèle financier que vous choisirez, les revenus générés par votre marketplace seront le résultat des commissions que vous obtiendrez à la suite des transactions réalisées par vos vendeurs. Néanmoins, ce n’est pas le seul modèle existant : abonnement annuel ou mensuel des vendeurs (comme sur Amazon), ventes de services aux vendeurs (comme sur Vacasa), options de mise en avant d’annonce (comme sur Leboncoin ou Beauté Futée), etc.
Vos besoins pour croître
Si une solution comme Kreezalid vous donne accès à une solution complète mais abordable et vous décharge ainsi du coût de développement de votre plateforme, vous devez envisager les postes de dépenses clés nécessaires à la réussite de votre marketplace : budget marketing et communication, ressources humaines, partenariats, etc.
En établissant votre Business Model Canvas, vous saurez exactement où vous en êtes, vers quoi vous vous dirigez et surtout, comment réussir le lancement de votre plate-forme en tenant compte de vos atouts et de vos failles.
Afin de vous permettre de mieux visualiser cette outil, voici quelques exemples de business model canvas de deux grandes marketplaces, l’une de location, l’autre de vente de produits.
Airbnb : Exemple de business model canvas pour marketplace de location
Source : 1001startups.fr
A Little Market (Etsy) : Exemple de business model canvas pour marketplace de vente
Source : Slideshare
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