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EIA 2015 Customer Development & Product/Market Fit
This document discusses business model innovation and customer discovery. It emphasizes the importance of understanding customer needs and testing business model assumptions. New tools, skills, and mindsets are needed to design better business models in a changing technological world. The business model canvas is presented as a tool to clarify key elements of a business model including customer segments, value propositions, channels, and revenue streams. The document stresses getting out of the building to watch customers, look for needs instead of solutions, and pivot the business model based on learning through customer interactions and testing assumptions.
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EIA 2015 Customer Development & Product/Market Fit
- 1. CUSTOMER DISCOVERY EIA NICE July 8,2015 @maaikedoyer @BusModInc
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- 5. `"NEW TECHNOLOGY THE SPEEDOF DEVELOPMENTS HAS INCREASED
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- 7. NEW TOOLS NEW SKILLS NEWMINDSET
- 8. CUSTOMER SEGMENTS KEY PARTNERS COST STRUCTUREREVENUE STREAMSCHANNELS CUSTOMER RELATIONSHIPS KEY RESOURCES VALUE PROPOSITIONSKEY ACTIVITIES ` BUSINESS MODEL CANVAS
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- 10. ! ! !! ! ! !!!!!!!!!!DESIGNING BETTER BUSINESSES ! ! BLAH BLAH BLAH
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- 12. `"WHO IS OURCUSTOMER? `"WHAT DOES HE WANT? `"WILLINGNESS TO PAY?
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- 16. THINK ABOUT YOUR NEW BUSINESSMODEL AS IF YOU ARE A START-UP
- 17. WHAT IS ACTUALLY ASTART-UP
- 18. “A START-UP IS NOTA SMALL VERSION OF A LARGE COMPANY.” Steve Blank A START-UP IS A TEMPORARY ORGANIZATION IN SEARCH FOR A PROFITABLE, SCALABLE AND REPEATABLE BUSINESS MODEL… A START-UP IS ABOUT SEARCHING Steve Blank A (LARGE) COMPANY IS ABOUT EXECUTION Steve Blank
- 19. YOU NEED TO CLARIFYYOUR ASSUMPTIONS YOU NEED TO TEST YOUR ASSUMPTIONS Source: Alex Osterwalder Instagram GET OUT OF THE BUILDING
- 20. WATCH FIRST THEN ASK LOOKFOR NEEDS NOT SOLUTIONS PIVOT YOUR BUSINESS MODEL STOP FEATURITIS NOW
- 21. TESTING THE ASSUMPTIONS TEST CARD Step1 Hypothesis: We believe that… Step 2 Test To verify that, we will Step 3 Metric And measure Step 4 Criteria We were right if… HOW DO WE DO THAT?
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- 24. 1PROBLEM SOLUTION FIT SEARCHFOR THE JOB TO BE DONE 3 iterations TEST THE SOLUTION 3 iterations PROBLEM SOLUTION FIT! PROBLEM SOLUTION FIT
- 25. 2 PROBLEM MARKET FIT `"SHOW METHE MONEY!
- 26. 3 BUSINESS MODEL CUSTOMER SEGMENTS KEY PARTNERS COST STRUCTUREREVENUE STREAMSCHANNELS CUSTOMER RELATIONSHIPS KEY RESOURCES VALUE PROPOSITIONSKEY ACTIVITIES
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- 28. IT IS NOT ABOUTTHE APP, IT IS ABOUT THE PROBLEM YOU ARE SOLVING UNDERSTAND THE MEANING OF THE DATA GET OUT OF THE BUILDING THE SINGLE SOLUTION DOES NOT EXIST
- 29. HOW MANY PIVOTS WILLYOU MAKE?
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- 32. Maaike helps corporatesand start-ups to design better business. She has worked with more than 300 companies on business model innovation and strategy. maaike.doyer@businessmodelsinc.com +1 415 854 8712 +31 6 818 225 18 STRATEGY DESIGNER Business Models Inc. MAAIKE DOYER
- 33. DESIGNING BETTER BUSINESSESDESIGNINGBETTER BUSINESSES