217 Value Proposition Assessment Our Value Propositions are well aligned with customer needs 54321 12345 Our Value Propositions and customer needs are misaligned Our Value Propositions have strong network effects 54321 12345 Our Value Propositions have no network effects There are strong synergies between our products and services 54321 12345 There are no synergies between our products and services Our customers are very satisfi ed 54321 12345 We have frequent complaints Cost/Revenue Assessment We benefi t from strong margins 54321 12345 Our margins are poor Our revenues are predictable 54321 12345 Our revenues are unpredictable We have recurring Revenue Streams and frequent repeat purchases 54321 12345 Our revenues are transactional with few repeat purchases Our Revenue Streams are diversifi ed 54321 12345 We depend on a single Revenue Stream Our Revenue Streams are sustainable 54321 12345 Our revenue sustainability is questionable We collect revenues before we incur expenses 54321 12345 We incur high costs before we collect revenues We charge for what customers are really willing to pay for 54321 12345 We fail to charge for things customers are willing to pay for Our pricing mechanisms capture full willingness to pay 54321 12345 Our pricing mechanisms leave money on the table Our costs are predictable 54321 12345 Our costs are unpredictable Our Cost Structure is correctly matched to our business model 54321 12345 Our Cost Structure and business model are poorly matched Our operations are cost-effi cient 54321 12345 Our operations are cost-ineffi cient We benefi t from economies of scale 54321 12345 We enjoy no economies of scale certainty of evaluation 1-10 certainty of evaluation 1-10 importance to my b.m. 1–10 importance to my b.m. 1–10 bmgen_final.indd 217 6/15/10 5:44 PM