The sixth presentation of the Lean AKademy held in Agro-Know to support business development. The presentation was based on the book "The Lean Startup" by Eric Ries and "Running Lean" by Ash Maurya as well as the course on business development from Steve Blank.

1. Unique Value Proposition
Nikos Palavitsinis, Agro-Know
600. Solution & UVP

2. Lean AKademy, Mar-Apr, 2014
601. Report of Interview Results
• We put the LC on the wall again
• Practical problems? How were your
interviewees? Document their characteristics
• Product Risk
– What are you solving?
• Market Risk
– Existing Alternatives
• Customer Risk
– Is this a viable customer segment?

3. Lean AKademy, Mar-Apr, 2014
602. How Interviews Affect our LC
• This is the time to put the new input on the
canvas
• Can we start thinking in terms of demo?
• What can we produce as a solution too pitch
in the next phase of our Lean AKademy?

4. Lean AKademy, Mar-Apr, 2014
603. Sell it!
• What is it that you are building and for who?
• Which are the pains your are addressing?
• Which are the gains for the customers?
• It’s NOT about the product
• It’s about the customer!

5. Lean AKademy, Mar-Apr, 2014
604. What’s your UVP?
• What is the one compelling message that will
make your customers buy your product?
– Be different, but make sure your difference matters!
– Target early adopters
– Focus on finished story benefits
– Pick your words carefully & own them!
– What, who & why
– Study other good UVPs
– Create a high-concept pitch

6. Lean AKademy, Mar-Apr, 2014
Example
• Message = End result customer wants +
specific period of time + address objections
• Hot fresh pizza delivered to your door in 30
minutes or it’s free.
• You have 10’ to document on a separate A4
paper

7. Lean AKademy, Mar-Apr, 2014
605. Do we have Problem/Market Fit?
• Do we know who our customers are?
• Do we have problems that are crucial for our
customers?
• Do we know their current alternatives?

8. Lean AKademy, Mar-Apr, 2014
606. Now What?
• We move to the next phase of Product/Market
Fit
• We build a demo, we conduct more interviews
• We collect requirements, refine our demo
• We try to get to version 1.0
• We talk about prices and we try to get the
early adopters to pay

9. Lean AKademy, Mar-Apr, 2014
607. Takeaways & Assignments
• Reflect on the first phase of the Lean Akademy
• How did the process work? What were the
problems? The learning outcomes?
• What would you like to do differently?

10. Lean AKademy, Mar-Apr, 2014
607. Takeaways & Assignments
• Final version of…
– Lean Canvas
– Problems
– Alternatives
– Customer Archetype
– Wiki page with all the above
– What we learned as input for AK operations

11. Lean AKademy, Mar-Apr, 2014
Questions?