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Value Proposition Design UCC IGNITE
- 1. RAOMAL PERERA raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor VALUE PROPOSITION DESIGN #BMGEN
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- 10. What is a business model? A business model describes the rationale of how an organisation Creates, Delivers and Captures value 10
- 11. Why we need a shared language for business models? 11 https://strategyzer.com/academy/cours e/business-models-that-work-and- value-propositions-that-sell/1/1 Note: You may need to license the online learning tool on Strategyzer to view this clip from Osterwalder
- 12. Use of BMC in Established Companies IMPROVE ----------------------------------INVENT Know Problem/Know Solution -Unknown Problem/Unknown Solution ------EXECUTE -------------------------SEARCH------------ 12
- 15. 15 “It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.” - Charles Darwin
- 16. Getting from Business Idea to Business Model 16
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- 19. “Studies comparing successful and unsuccessful innovation have found that the primary discriminator was the degree to which the user needs were fully understood.” – David Garvin, Harvard Business School 19
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- 21. 21 The Business Model Canvas (BMC) helps you create value for your business The Value Proposition Canvas helps you create value for your customer
- 22. Zooming into the Value Proposition 22
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- 24. 24 Observe
- 25. Clayton Christensen 25 Jobs to be Done “If you understand the job, how to improve the product becomes just obvious”
- 26. Jobs To Be Done • Functional Job – Get a task done – e.g. business travel: accommodation, appointment, eat, sleep • Emotional Job – How the customer wants to feel – e.g. business travel: stay connected with home, stay safe • Social Job – How the customer wants to be perceived – e.g. business travel: look good with clients • Supporting Job – Purchasing and consuming value - e.g. business travel: reserve accommodation 26
- 27. Jobs To Be Done – Generic jobs • Search or seek information • Fix or repair something • Satisfy my emotional needs • Protect property or information • Achieve objective efficiently • Compare or evaluate alternative • Offer somebody else advice • Convey an image (of success) • Transfer ownership rights • Evaluate performance • Achieve main objective • Reduce stress 27
- 28. “People buy products and services to get jobs done. As people complete these jobs, they have certain measurable outcomes that they are attempting to achieve. It links a company's value creation activities to customer-defined metrics.” - Ulwick OUTCOME-DRIVEN INNOVATION 28
- 29. 29 Design
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- 37. © 2004 Valista Ltd. confidential information.37
- 38. “Studies comparing successful and unsuccessful innovation have found that the primary discriminator was the degree to which the user needs were fully understood.” – David Garvin, Harvard Business School 38
- 39. The Fit Between the Value Proposition and the Customer Profile for Hilti's Fleet Management Service 39 https://strategyzer.com/training/course s/business-models-that-work-and- value-propositions-that-sell/5/4/2 Note: You may need to license the online learning tool on Strategyzer to view this clip from Osterwalder
- 40. raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor RAOMAL PERERA THANK YOU!
- 41. 41 APPENDIX
- 43. Additional Resources Books 43 Books: Key Strategy Tools – 80+ tools for every manager to build a winning strategy The Business Model Navigator – The 55 Models that will revolutionize your business – Gassmann, Frankenberger & Csik What Customers Want – Using Outcome- Driven Innovation to Create Breakthrough Products and Services – Ulwick
- 44. Additional Resources 44 BMC Online Tools: Strategyzer https://canvanizer.com/ (free tool) Stattys Notes; http://www.stattys.com/ - A new generation of adhesive notes with a unique "Write and Slide" function.
- 45. 45 WORKSHOPS
- 46. Fund Raising for Entrepreneurs 46
- 47. Building Emotional Capital for Leadership 47
- 49. How to Build a Startup 49
- 50. raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor RAOMAL PERERA THANK YOU!