• Save
Value Proposition – Case – Apperian
Upcoming SlideShare
Loading in...5
×

Like this? Share it with your network

Share

Value Proposition – Case – Apperian

  • 2,180 views
Uploaded on

This case study showcases Apperian’s approach to developing its value proposition while demonstrating the way it succeeded with the Gain/Pain Ratio. ...

This case study showcases Apperian’s approach to developing its value proposition while demonstrating the way it succeeded with the Gain/Pain Ratio.

This is part of the Startup Secrets focus on Value Proposition development. For more information on this and other Startup Secrets focus areas, visit http://www.startupsecrets.com

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
2,180
On Slideshare
1,772
From Embeds
408
Number of Embeds
10

Actions

Shares
Downloads
5
Comments
0
Likes
3

Embeds 408

http://mjskok.com 212
http://www.mjskok.com 172
http://beta.zilpa.org 7
http://mskokstg.prod.acquia-sites.com 6
http://www.entrecapitalist.com 3
http://news.google.com 3
https://twitter.com 2
http://feeds.feedburner.com 1
http://www.newsblur.com 1
http://digg.com 1

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • For (target customers—beachhead segment only) Who are dissatisfied with (the current market alternative) Our product is a (new product category) That provides (key problem-solving capability). Unlike (the product alternative), We have assembled (key whole product features for your specific application).Moore, Geoffrey A. (2009-03-17). Crossing the Chasm: Marketing and Selling Technology Project (p. 154). Harper Collins, Inc.. Kindle Edition.
  • EGSilicon Graphics in Hollywood For post-production film engineers Who are dissatisfied with the limitations of traditional film editors Our workstation is a digital film editor That lets you modify film images any way you choose. Unlike workstations from Sun, HP, or IBM, We have assembled all the interfaces needed for post-production film editing.Moore, Geoffrey A. (2009-03-17). Crossing the Chasm: Marketing and Selling Technology Project (p. 154). Harper Collins, Inc.. Kindle Edition.

Transcript

  • 1. Hi Harvard innovation : Michael J Skok : Startup Secrets : Value Proposition Harvard innovation lab lab @mjskok STARTUP SECRETS Case Example: Apperian An insider’s guide to unfair competitive advantage Building a Compelling Value Proposition MICHAEL J SKOK North Bridge Venture Partners twitter: @mjskok mjskok.com 1
  • 2. Hi Harvard innovation lab : Michael J Skok : Startup Secrets : Value Proposition @mjskok Value Proposition Template • For (target customers) • Who are dissatisfied with (the current alternative) • Our product is a (new product) • That provides (key problem-solving capability) • Unlike (the product alternative) 2
  • 3. Hi Harvard innovation lab : Michael J Skok : Startup Secrets : Value Proposition @mjskok Apperian (simplified) • For Mobile Enterprises • Who are unable to deliver Apps to users bringing their own devices to work • Our Enterprise App Services Environment (EASE) • Provides for users to securely access Apps and Information • Unlike (MDM), our patented Cloud based (MAM) solution is instantly turned on and scales to tens of thousands of users 3
  • 4. Hi Harvard innovation lab : Michael J Skok : Startup Secrets : Value Proposition @mjskok Gain/Pain ratio • • • • • • • Revenue Cost savings Time People Competitive advantage Reputation Etc.. • • • • • • Inertia Switching costs? Default = do nothing Alternatives? Good enough = good enough! RISK on a startup • • • • • • Find (See) Try Buy Implement Deploy Own – eg TCO Pain Inertia, RISK Gain >10 4
  • 5. Hi Harvard innovation lab : Michael J Skok : Startup Secrets : Value Proposition @mjskok Example - Apperian  Increase revenue by 40% at counters  Roll out 17,000 iPads  Deliver worldwide no IT touch required  Saved $2.5M+ in direct IT costs 5
  • 6. Hi Harvard innovation : Michael J Skok : Startup Secrets : Value Proposition Harvard innovation lab lab @mjskok START UP SECRETS Case Example: Apperian An insider’s guide to unfair competitive advantage Building a Compelling Value Proposition MICHAEL J SKOK North Bridge Venture Partners mjskok.com twitter: @mjskok 6