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Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
Startup owners manual.chapter4
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Startup owners manual.chapter4

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10/10 渋谷でやった勉強会の結果スライドです。

10/10 渋谷でやった勉強会の結果スライドです。

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  • Transcript

    • 1. Startup Owners Manual Chapter4 2012.10.10
    • 2. Customer Discovery: State Your Business Model Hypotheses 顧客開発 - ビジネスモデル仮説を固めるMarket Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 3. market size ✦ TAM > SAM > Target Market ✦ Total Addressable Market ✦ Served Available Market ✦ Targetは思ってるより小さいよ!Market Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 4. market size ✦ リサーチファームが出す市場規模デー タは、”過去の予測において優秀”Market Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 5. market size ✦ 大きいところから狭めるのでなく、粒を積み 上げる見積りのほうがよい ✦ 隣のマーケットのサイズも見る ✦ ex) BlackBerry => iPhone へシフト ✦ 長期契約などの制限事項に注意。 ✦ 代替機会を見積もるMarket Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 6. market size ✦ Webなら ✦ 注目され度 = ページビュー、ダウン ロード、紹介、時間 が、レベ ニューにつながる ✦ Google keyword tool = 検索流入量 ✦ 30/10/10 の法則(P75)Market Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 7. Value Proposition Hypothesis ✦ まずは要約を作る ✦ Product Vision ✦ Product Features & Benefits ✦ Minimum Viable Product (MVP)Market Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 8. Value Proposition Hypothesis ✦ Product Vision ✦ 長期的なビジョンを、短くて小さな ユーザ課題ストーリーの集積から、形 を浮かびあげなさい。(銀行の例 P77) ✦ あなたのビジョンに金を払うエバンジェ リストだけが、そのひどいプロダクトにMarket Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 9. Value Proposition Hypothesis ✦ Product Features and Benefits ✦ ビジネスモデルキャンバスの一部にもある よ。 ✦ エンジニアが新プロダクトに考えることは、 プロダクト機能についてが全て。 ✦ 解決しようとしている顧客の課題にたいし て、その利益を考えるんだよ。Market Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 10. Value Proposition Hypothesis ✦ Product Features and Benefits ✦ お金や時間を節約する? ✦ 徴候?を和らげる? ✦ 楽しめる?リラックスできる? ✦ 早くなる?良くなる?安くなる? ✦ ユーザーストーリーはどう変わる?Market Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing
    • 11. Value Proposition Hypothesis ✦ MVP ✦ エンジニアの時間を無駄にしない戦術 ✦ 可能な限り早くエバンジェリストユーザの手 にプロダクトを届ける戦略 ✦ 最短時間で最大の顧客学習を生むためのツー ル ✦ A goal of Customer Developer is toMarket Value Value Customer Key Revenue Customers Channels Partners Size Prop 1 Prop 2 RelationShips Resources Pricing

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