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Solving Today’s Sponsorship Problems
OVERVIEW > Our VisionTo solve the problems between sponsors andnonprofits using online technology, whileenhancing the spon...
OVERVIEW > Our Strategy / Product                                                           Assumptions on           Produ...
OVERVIEW > 1st Problem            2 Sided Market : Who’s First? Sponsors First                            Nonprofits First
OVERVIEW > 1st Solution              Target one side!We chose Nonprofits!• Easier accessible                              ...
OVERVIEW > Our Classic B.M. Canvas Our assumptions to help nonprofits with sponsorship
OVERVIEW > Our Classic B.M. Canvas              We believed              - Brand visibility &              - Logo manageme...
OVERVIEW > OAP Focus                       The Plan    Determine market                   Understand riskiest1   size/oppo...
MARKET ANALYSIS >
MRKT ANALYSIS > Nonprofit Mrkt      1.6M                    $1.4Tr in   Nonprofits                Expenditure    in the US...
MRKT ANALYSIS > Sponsorship Mrkt       Companies spend a lot on sponsorship!Global Sponsorship   US Sponsorship    Corpora...
MRKT ANALYSIS > Assumptions What if….   • Nonprofits pay $5 to               $25 per month for a               solution   ...
MRKT ANALYSIS > Summary    Revenue assumptions from nonprofits.                    Total US Market Size:                  ...
MRKT ANALYSIS > Sponsor Corps     Any revenue from sponsor companies?     Coming soon to a PPT slide near you!           A...
UNDERSTAND RISK >
UNDERSTAND RISK > ON B.M. Canvas Value Prop is riskiest. Nothing else matters...         …until Value Prop is validated
UNDERSTAND RISK > ON B.M. Canvas               Next Step:               Create assumptions to test if               nonpro...
HYPOTHESIS ASSUMPTIONS >
HYPOTHESIS > Create Assumptions UVP       to create                         Assumptions                       (1) They are...
HYPOTHESIS > Test Plan        Assumptions                      to create                                                  ...
TEST HYPOTHESIS ASSUMPTIONS >
TEST HYPOTHESIS > Location             27 nonprofits       15 face-to-face Interviews  Customer Observation on landing page
TEST HYPOTHESIS > Learning                               (2 of 8)1    The solution (and new value proposition) should addr...
TEST HYPOTHESIS > Learning                               (4 of 8)3   Nonprofits tend to look for sponsors in their value-c...
TEST HYPOTHESIS > Learning                               (8 of 8)5    The solution must not present the sponsor’s brand li...
WHAT WE LEARNED >
LEARNING > Dig Deeper                - Our UVP Failed 
LEARNING > Dig Deeper                - Our UVP Failed                 - But we have not                  tested it with S...
LEARNING > Dig Deeper                - Our UVP Failed                 - But we have not                  tested it with S...
NEXT STEPS >
NEXT STEPS > Use Lean B.M. Canvas Separate UVP into Problem & Solution Hypotheses      To test whether solution or problem...
NEXT STEPS > Test New Hypothesis               Test new UVP (and old UVP)               through Solution / Problem        ...
NEXT STEPS > Interview Process    Use Ash Maurya’s Interview Process
STILL Solving Today’s Sponsorship Problems         And continuing to OEP!
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Sponsor Bar V-Lab presentation

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  • IEG Predicts corporate cause sponsorship will 3.1% to $1.73B (1.68B on 2011) 2011 - sponsorship - $18.11B (US) | $48.6B (Glbl) - Expected to increase 4-5% both globally & locally `
  • Do a timeline
  • Total Market Size1.6M x $60/yr = $96M1.6M x $300/yr = $480MOpportunity Market Size30% have websites = 480,0005% will pay (DropBox model) = 24,000 24,000 x $60/yr = $1.4M24,000 x $300/yr = $7.2M
  • Rev Opp from sponsor CompaniesAnalysis after we understand NPsDraw same line.
  • Transcript of "Sponsor Bar V-Lab presentation"

    1. 1. Solving Today’s Sponsorship Problems
    2. 2. OVERVIEW > Our VisionTo solve the problems between sponsors andnonprofits using online technology, whileenhancing the sponsorship relationship amongall stakeholders.
    3. 3. OVERVIEW > Our Strategy / Product Assumptions on Product Business Model ? Canvas (B.M.C.) Strategy ? To solve the problems between sponsors andVision nonprofits using online technology, while enhancing the sponsorship relationship among all stakeholders.
    4. 4. OVERVIEW > 1st Problem 2 Sided Market : Who’s First? Sponsors First Nonprofits First
    5. 5. OVERVIEW > 1st Solution Target one side!We chose Nonprofits!• Easier accessible Yeah!!!• They need sponsorship
    6. 6. OVERVIEW > Our Classic B.M. Canvas Our assumptions to help nonprofits with sponsorship
    7. 7. OVERVIEW > Our Classic B.M. Canvas We believed - Brand visibility & - Logo management were big issues with nonprofits.
    8. 8. OVERVIEW > OAP Focus The Plan Determine market Understand riskiest1 size/opportunity part of BMC 2 Opportunity Analysis Test Hypotheses Create hypotheses4 based on risk 3
    9. 9. MARKET ANALYSIS >
    10. 10. MRKT ANALYSIS > Nonprofit Mrkt 1.6M $1.4Tr in Nonprofits Expenditure in the US in 2009 A lot of nonprofits & they spend a lot
    11. 11. MRKT ANALYSIS > Sponsorship Mrkt Companies spend a lot on sponsorship!Global Sponsorship US Sponsorship Corporate CauseMarket (2011) - Market (2011) - Spending (2011) -$48B $18B $1.6B
    12. 12. MRKT ANALYSIS > Assumptions What if…. • Nonprofits pay $5 to $25 per month for a solution • 30% of nonprofits have website (480,000) • 5% of those with websites purchase a solution (24,000)
    13. 13. MRKT ANALYSIS > Summary Revenue assumptions from nonprofits. Total US Market Size: $96M to $480M $0 $$$$ US Market Opportunity: US Corp Cause Spending: $1.4M to $7.2M $1.8B
    14. 14. MRKT ANALYSIS > Sponsor Corps Any revenue from sponsor companies? Coming soon to a PPT slide near you! After we complete nonprofit analysis
    15. 15. UNDERSTAND RISK >
    16. 16. UNDERSTAND RISK > ON B.M. Canvas Value Prop is riskiest. Nothing else matters... …until Value Prop is validated
    17. 17. UNDERSTAND RISK > ON B.M. Canvas Next Step: Create assumptions to test if nonprofits want a solution for: - Brand visibility & - Logo management
    18. 18. HYPOTHESIS ASSUMPTIONS >
    19. 19. HYPOTHESIS > Create Assumptions UVP to create Assumptions (1) They are looking for sponsorship (2) they currently have sponsors (3) They will want Bar if it is free (4) They can install the bar (themselves or through developer) (5) They can add Bar to their Sponsorship Levels (6) They will add logos to the Bar (7) They will sell the bar to Sponsors (8) They are looking for creative ways (9) They will consider the pop-up as a form of advertising (10) They dont mind brands social advertising about other events on their site, once they get more sponsorship in return
    20. 20. HYPOTHESIS > Test Plan Assumptions to create Interview Questions(1) They are looking for sponsorship(2) they currently have sponsors (3)They will want Bar if it is free (4)They can install the bar (themselvesor through developer) (5) They canadd Bar to their Sponsorship Levels(6) They will add logos to the Bar (7)They will sell the bar to Sponsors (8)They are looking for creative ways Landing Page Test(9) They will consider the pop-up as to createa form of advertising (10) Theydont mind brands social advertisingabout other events on theirsite, once they get moresponsorship in return
    21. 21. TEST HYPOTHESIS ASSUMPTIONS >
    22. 22. TEST HYPOTHESIS > Location 27 nonprofits 15 face-to-face Interviews Customer Observation on landing page
    23. 23. TEST HYPOTHESIS > Learning (2 of 8)1 The solution (and new value proposition) should address helping nonprofits with increasing & managing resources to get more sponsorship. Only 1 out 11 nonprofits said they would be interested in proposed solution immediately2 The solution should take into consideration the ability to help nonprofits who have not started looking for sponsorship.
    24. 24. TEST HYPOTHESIS > Learning (4 of 8)3 Nonprofits tend to look for sponsors in their value-chain and geographical location (impact zone).4 Sponsors visibility was the highest importance to nonprofits, but it was never listed as problem. Therefore, the conclusion is - nonprofits believe they are giving sponsor companies the best visibility they can get.
    25. 25. TEST HYPOTHESIS > Learning (8 of 8)5 The solution must not present the sponsor’s brand like an advertisement, and our value proposition should not include the word “advertising” in it.6 The solution should should be compatible with wordpress plugin and drupal.7 Logo management is not necessary.8 The landing page does not clearly explain the solution and the benefit. It also does not address the nonprofits biggest challenges - no time & resources.
    26. 26. WHAT WE LEARNED >
    27. 27. LEARNING > Dig Deeper - Our UVP Failed 
    28. 28. LEARNING > Dig Deeper - Our UVP Failed  - But we have not tested it with Sponsor Companies 
    29. 29. LEARNING > Dig Deeper - Our UVP Failed  - But we have not tested it with Sponsor Companies  - Were our interviews done right? 
    30. 30. NEXT STEPS >
    31. 31. NEXT STEPS > Use Lean B.M. Canvas Separate UVP into Problem & Solution Hypotheses To test whether solution or problem failed.
    32. 32. NEXT STEPS > Test New Hypothesis Test new UVP (and old UVP) through Solution / Problem Hypothesis
    33. 33. NEXT STEPS > Interview Process Use Ash Maurya’s Interview Process
    34. 34. STILL Solving Today’s Sponsorship Problems And continuing to OEP!
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