SlideShare a Scribd company logo
1 of 39
Download to read offline
  VALUE PROPOSITION 
WIR VERSUS VIRUS ENABLER
26. MAI 2020
@BENNOLOEWENBERG
Added
Quelle: Yuicero
Quelle: Bloomberg
einzige Produktfunktion
kann manuell besser
gelöst werden …
Quelle: Otto Waalkes – Tomatobrotomat
… ähnelt stark einem
Sketch aus den 1970ern
über eine riesige, komplett
nutzlose Küchenmaschine
Quelles: Kale&Me, Yuicery, Dean&David
Einen existierenden Markt
mit einer Vielzahl alternativer
Angebote ignorierend
  PRODUCT FAILURE 
»Es werden tausende von Produkten angeboten
	 nach denen niemand fragt.
	 Wie können wir sicherstellen, etwas anzubieten
	 dass Menschen tatsächlich benötigen ?«
Quelle: Holger Eggert
ANBIETER KONTEXT
Grafik: @BennoLoewenberg
NUTZERPRODUKT WERT
Fokus & Ziel
  »TO TEST IF YOUR PRODUCT IS NEEDED, 
	   STUDY THE JOB THAT IT DOES« 
Quelle: Des Traynor
 NUTZENVERSPRECHEN 
Quelle: Clayton Christensen
»Betrachte die Value Proposition als einen Vertrag
	 zwischen Deiner Firma und dem Kunden.
	 Der Kunde gibt Deiner Firma den Job
	 sein Problem zu lösen.«
Quelle: Huggies
  VAGE VERMUTUNGEN 
»Ich habe das Problem, also haben andere das auch«
»Wir haben eine Finanzierung, also ist es eine gute Idee«
»Wir sind schon so weit fortgeschritten, da ist es zu spät
	 um jetzt noch mit Recherche anzufangen«
Quelle: Dyhana Scarano
Grafik: @BennoLoewenberg n. Toxboe, Kalbach, Perri
 PERSPEKTIVWECHSEL 
ProduktNutzer
Problemfeld Lösungsfeld
  MÖGLICHE FRAGEN 
¿ Welches übergeordnete Ziel, möchte eine Person
im Zusammenhang mit dem Problem erreichen ?
¿ Lohnt es sich, das Problem zu lösen ?
¿ Wie lösen Menschen das Problem bisher ?
¿ Wie können wir das Problem für den Nutzer lösen
und wieviel vom übergeordneten Ziel ?
@BennoLoewenberg nach Tony Ulwick
Your business has many hypotheses
Are consumers currently
doing this?
Can I create a product
that will improve upon it?
Can I address the market
successfully?
T E S T E D B Y
Evidence
of investment
T E S T E D B Y
Product Market Fit
for your MVP
Analytics for
Marketing Experiments
T E S T E D B Y
Grafik: Des Traynor
Grafik: @BennoLoewenberg n. Osterwalder et. al.
 PRIORISIEREN 
validiert unbewiesen
wichtig
nice to have
Hypo
theseHypo
these
Hypo
these
Hypo
these
Hypo
these
Hypo
these
Hypo
these
Hypo
theseHypo
these
Hypo
these
Hypo
these
Hypo
these
Riskiest
Assumption
Testing
Gain Creators
Describe how your products and services create customer
gains.
How do they create benefits your customer expects, desires
or would be surprised by, including functional utility, social
gains, positive emotions, and cost savings?
Do they…
Create savings that make your customer happy?
(e.g. in terms of time, money and effort, …)
Produce outcomes your customer expects or
that go beyond their expectations?
(e.g. better quality level, more of something, less of
something, …)
Pain Relievers
Copy or outperform current solutions that delight
your customer?
(e.g. regarding specific features, performance, quality, …)
Make your customer’s job or life easier?
(e.g. flatter learning curve, usability, accessibility, more
services, lower cost of ownership, …)
Create positive social consequences that your
customer desires?
(e.g. makes them look good, produces an increase in power,
status, …)
Do something customers are looking for?
(e.g. good design, guarantees, specific or more features, …)
Fulfill something customers are dreaming about?
(e.g. help big achievements, produce big reliefs, …)
Produce positive outcomes matching your
customers success and failure criteria?
(e.g. better performance, lower cost, …)
Help make adoption easier?
(e.g. lower cost, less investments, lower risk, better quality,
performance, design, …)
Rank each gain your products and services create according to
its relevance to your customer. Is it substantial or insignificant?
For each gain indicate how often it occurs.
Describe how your products and services alleviate customer
pains. How do they eliminate or reduce negative emotions,
undesired costs and situations, and risks your customer
experiences or could experience before, during, and after
getting the job done?
Do they…
Produce savings?
(e.g. in terms of time, money, or efforts, …)
Make your customers feel better?
(e.g. kills frustrations, annoyances, things that give them
a headache, …)
Fix underperforming solutions?
(e.g. new features, better performance, better quality, …)
Put an end to difficulties and challenges your
customers encounter?
(e.g. make things easier, helping them get done, eliminate
resistance, …)
Wipe out negative social consequences your
customers encounter or fear?
(e.g. loss of face, power, trust, or status, …)
Eliminate risks your customers fear?
(e.g. financial, social, technical risks, or what could go
awfully wrong, …)
Help your customers better sleep at night?
(e.g. by helping with big issues, diminishing concerns, or
eliminating worries, …)
Limit or eradicate common mistakes customers
make?
(e.g. usage mistakes, …)
Get rid of barriers that are keeping your customer
from adopting solutions?
(e.g. lower or no upfront investment costs, flatter learning
curve, less resistance to change, …)
Rank each pain your products and services kill according
to their intensity for your customer. Is it very intense or
very light?
For each pain indicate how often it occurs. Risks your
customer experiences or could experience before, during,
and after getting the job done?
Products & Services
List all the products and services your value proposition is
built around.
Which products and services do you offer that help your
customer get either a functional, social, or emotional job
done, or help him/her satisfy basic needs?
Which ancillary products and services help your customer
perform the roles of:
Buyer
(e.g. products and services that help customers compare
offers, decide, buy, take delivery of a product or service, …)
Co-creator
(e.g. products and services that help customers co-design
solutions, otherwise contribute value to the solution, …)
Transferrer
(e.g. products and services that help customers dispose of
a product, transfer it to others, or resell, …)
Products and services may either by tangible (e.g. manufac-
tured goods, face-to-face customer service), digital/virtual
(e.g. downloads, online recommendations), intangible (e.g.
copyrights, quality assurance), or financial (e.g. investment
funds, financing services).
Rank all products and services according to their
importance to your customer.
Are they crucial or trivial to your customer?
Gains
Describe the benefits your customer expects, desires or would
be surprised by. This includes functional utility, social gains,
positive emotions, and cost savings.
Which savings would make your customer happy?
(e.g. in terms of time, money and effort, …)
What outcomes does your customer expect and what
would go beyond his/her expectations?
(e.g. quality level, more of something, less of something, …)
How do current solutions delight your customer?
(e.g. specific features, performance, quality, …)
Pains
Customer Job(s)
Describe negative emotions, undesired costs and situations,
and risks that your customer experiences or could experience
before, during, and after getting the job done.
What does your customer find too costly?
(e.g. takes a lot of time, costs too much money, requires
substantial efforts, …)
What makes your customer feel bad?
(e.g. frustrations, annoyances, things that give them a
headache, …)
How are current solutions underperforming
for your customer?
(e.g. lack of features, performance, malfunctioning, …)
What are the main difficulties and challenges
your customer encounters?
(e.g. understanding how things work, difficulties getting
things done, resistance, …)
What negative social consequences does your
customer encounter or fear?
(e.g. loss of face, power, trust, or status, …)
What risks does your customer fear?
(e.g. financial, social, technical risks, or what could go awfully
wrong, …)
What’s keeping your customer awake at night?
(e.g. big issues, concerns, worries, …)
What common mistakes does your customer make?
(e.g. usage mistakes, …)
What barriers are keeping your customer from
adopting solutions?
(e.g. upfront investment costs, learning curve, resistance
to change, …)
Rank each pain according to the intensity it represents for
your customer.
Is it very intense or is it very light.?
For each pain indicate how often it occurs.
Describe what a specific customer segment is trying to get
done. It could be the tasks they are trying to perform and
complete, the problems they are trying to solve, or the needs
they are trying to satisfy.
What functional jobs are you helping your customer
get done? (e.g. perform or complete a specific task, solve a
specific problem, …)
What social jobs are you helping your customer get
done? (e.g. trying to look good, gain power or status, …)
What emotional jobs are you helping your customer
get done? (e.g. esthetics, feel good, security, …)
What basic needs are you helping your customer
satisfy? (e.g. communication, sex, …)
Besides trying to get a core job done, your customer performs
ancillary jobs in different roles. Describe the jobs your
customer is trying to get done as:
Buyer (e.g. trying to look good, gain power or status, …)
Co-creator (e.g. esthetics, feel good, security, …)
Transferrer (e.g. products and services that help customers
dispose of a product, transfer it to others, or resell, …)
Rank each job according to its significance to your
customer. Is it crucial or is it trivial? For each job
indicate how often it occurs.
Outline in which specific context a job
is done, because that may impose
constraints or limitations.
(e.g. while driving,
outside, …)
What would make your customer’s job or life easier?
(e.g. flatter learning curve, more services, lower cost of
ownership, …)
What positive social consequences does your
customer desire?
(e.g. makes them look good, increase in power, status, …)
What are customers looking for?
(e.g. good design, guarantees, specific or more features, …)
What do customers dream about?
(e.g. big achievements, big reliefs, …)
How does your customer measure success and
failure?
(e.g. performance, cost, …)
What would increase the likelihood of adopting a
solution?
(e.g. lower cost, less investments, lower risk, better quality,
performance, design, …)
Rank each gain according to its relevance to your customer.
Is it substantial or is it insignificant? For each gain indicate
how often it occurs.
strategyzer.com
The Value Proposition Canvas
Value Proposition Customer Segment
The makers of Business Model Generation and Strategyzer
Copyright Business Model Foundry AG
Produced by: www.stattys.com
Quelle: Stategyzer – Value Proposition Canvas
Hypothesen einfügen
  ÜBERPRÜFBARE HYPOTHESE 
+ Formuliere ein Statement,
	 welches [als Prototyp] überprüfbar ist
+ basierend auf gemachten Erkenntnissen und
+ treffe eine Vorhersage über das vermutete Ergebnis
Quelle: Dyhana Scarano
  VALUE PROPOSITION STATEMENT 
Quelle: Geoff Moore
Für  	{Zielgruppe/Kundenprofil}	 ,
die  	 {Bedarf, Problem, Chance}	
ist  	{Produkt/Service}	 ,
um  	 {Lösung, Wert}
  TESTEN DURCH FRAGEN 
+ Interviews mit Kunden
+ Interviews mit Experten
(z. B. Außendienst, Support)
+ Foren und Social Media
@BennoLoewenberg
  TESTEN DURCH ZUHÖREN 
+ Webanalytics (Traffic, Visits, Klicks)
+ Kundendienst/Supporttickets
+ Suchtrends
@BennoLoewenberg
  TESTEN DURCH ANKÜNDIGEN 
+ Landingpage und/oder Faltblatt
+ Produktverpackung
+ Erklärvideo
@BennoLoewenberg
Fake it ‘till you make it
  TESTEN DURCH AUSPROBIEREN 
+ Wizard of Oz oder Concierge
+ Papierprototypen
+ Clickdummy
+ 3D-Druck
@BennoLoewenberg
Quelle: Blank & Osterwalder – Value Proposition Canvas
Validierte Hypothesen
Grafik: Manoj Ranaweera
  WERTANGEBOT MIT JEDER ITERATION 
Minimum Viable Product
  WAHRGENOMMENER (MEHR)WERT 
Grafik: Cooper & Vlaskovits
Minimum Desirable Product
Grafik: Seema Chawla (kommentiert)
Minimum Viable
Minimum Desirable
Minimum Usable
Innovative / New
Grafik: Lean Startup Co (kommentiert)
Wertangebot
 PROCESS 
@BennoLoewenberg n. Lean Product Process
1. Determine your target customer
2. Identify unserved customer needs
3. Define your value proposition
4. Specify your Minimum Viable Product feature set
5. Create your MVP & test it with customers
6. Iterate to improve Product-Market Fit
Wertangebot
  DIE NUTZERSICHT ZÄHLT 
»Sprechen Sie mit Ihren Nutzern –
	 bauen und testen Sie für echte Nutzer
	 und für tatsächlichen Nutzungskontext.«
( Familie, Freunde und Kollegen sind nicht Ihre Nutzer )
@BennoLoewenberg
 NUTZERBRILLE 
1. Was ist das ?
2. Vertaue ich Dir ?
3. Was bietest Du mir an ?
und wenn der ›moment of truth‹ positiv bewältigt wurde:
4. Wie bekomme ich es ?
Quelle: Seth Godin
  VALUE STATEMENT 
klar, knapp, ergebnisorientiert,
vertrauenserweckend,
differenziert,
maßvoll
@BennoLoewenberg
Quelle: Smalt
Quelle: Smalt
  NICHT IN DIE LÖSUNG VERLIEBEN 
Quellen: Mark Cook & Seth Godin
»Erfolg ist nicht irgendeine Eigenschaft anzubieten;
 	Erfolg ist zu lernen, ein Kundenproblem zu lösen.«
What is Customer Jobs? What is a Job to be Done (JTBD)?
A Job to be Done is the process a consumer goes through whenever she evolves
FFIIGGUURREE 55.. TTHHEE DDEESSIIGGNNEERRSS AATT IINNTTEERRCCOOMM ((IINNTTEERRCCOOMM..CCOOMM)) UUSSEE TTHHIISS
IILLLLUUSSTTRRAATTIIOONN TTOO SSHHOOWW WWHHAATT IISS,, AANNDD IISSNN’’TT,, IIMMPPOORRTTAANNTT TTOO CCUUSSTTOOMMEERRSS..
Graphic: Intercom (commented)
THIS is what your biz makes !
  BIETE VORTEILE AN, KEINE FUNKTIONEN 
»Menschen kaufen keine Produkte,
	 Menschen kaufen bessere Versionen ihrerselbst«
»Kunden wollen nicht Dein Produkt,
	sie wollen neue Möglichkeiten, die es ihnen bietet«
Quellen: Samuel Hulick & Alan Klement
 BUCHTIPPS 
@BennoLoewenberg
  BENNO LOEWENBERG 
@BennoLoewenberg
GOOGLE STARTUP MENTOR
UN INNOVATION FACILITATOR
GOOGLE DESIGN SPRINT MASTER
  BENNOLOEWENBERG 
 LINKEDIN /  XING /  TWITTER
 @

More Related Content

What's hot

UX for Startups (english) #WFPinnovation
UX for Startups (english) #WFPinnovationUX for Startups (english) #WFPinnovation
UX for Startups (english) #WFPinnovationBenno Lœwenberg
 
Product Strategy for Startups (english) #WFPinnovation
Product Strategy for Startups (english) #WFPinnovationProduct Strategy for Startups (english) #WFPinnovation
Product Strategy for Startups (english) #WFPinnovationBenno Lœwenberg
 
Aula 2 - Desenvolvimento de Clientes
Aula 2 - Desenvolvimento de ClientesAula 2 - Desenvolvimento de Clientes
Aula 2 - Desenvolvimento de ClientesIsabelle Goldfarb
 
Réveil en Form' : Design Thinking - Fred Ooms
Réveil en Form' : Design Thinking - Fred OomsRéveil en Form' : Design Thinking - Fred Ooms
Réveil en Form' : Design Thinking - Fred OomsEasyNove
 
DOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBU
DOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBUDOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBU
DOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBUOndřej Rudolf
 
Workshop 3 the value proposition
Workshop 3   the value propositionWorkshop 3   the value proposition
Workshop 3 the value propositionMario Reyes
 
JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...
JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...
JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...Andrej Balaz
 
Get More Traction for Your Product Using Jobs-To-Be-Done
Get More Traction for Your Product Using Jobs-To-Be-DoneGet More Traction for Your Product Using Jobs-To-Be-Done
Get More Traction for Your Product Using Jobs-To-Be-Donepascallaliberte
 
The Customer Job To Be Done Canvas - Prototype
The Customer Job To Be Done Canvas - PrototypeThe Customer Job To Be Done Canvas - Prototype
The Customer Job To Be Done Canvas - PrototypeHelge Tennø
 
Understanding Your Value Proposition
Understanding Your Value PropositionUnderstanding Your Value Proposition
Understanding Your Value PropositionTolu Agunbiade
 
Marketing at the digital age : keys to success / le nouveau marketing à l'ère...
Marketing at the digital age : keys to success / le nouveau marketing à l'ère...Marketing at the digital age : keys to success / le nouveau marketing à l'ère...
Marketing at the digital age : keys to success / le nouveau marketing à l'ère...Denis Pommeray
 
Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019
 Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019 Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019
Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019Josh Levine
 
SF Design Week - First Use Playbook
SF Design Week - First Use PlaybookSF Design Week - First Use Playbook
SF Design Week - First Use PlaybookStephen Gay
 
Cours entrepreneuriat customer discovery
Cours entrepreneuriat customer discoveryCours entrepreneuriat customer discovery
Cours entrepreneuriat customer discoveryWajdi Ben Rejeb
 
Designing with Purpose—Differentiating Through Authenticity and Trust
Designing with Purpose—Differentiating Through Authenticity and TrustDesigning with Purpose—Differentiating Through Authenticity and Trust
Designing with Purpose—Differentiating Through Authenticity and TrustCake and Arrow
 
How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...
How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...
How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...Josh Levine
 

What's hot (20)

UX for Startups (english) #WFPinnovation
UX for Startups (english) #WFPinnovationUX for Startups (english) #WFPinnovation
UX for Startups (english) #WFPinnovation
 
Product Strategy for Startups (english) #WFPinnovation
Product Strategy for Startups (english) #WFPinnovationProduct Strategy for Startups (english) #WFPinnovation
Product Strategy for Startups (english) #WFPinnovation
 
Aula 2 - Desenvolvimento de Clientes
Aula 2 - Desenvolvimento de ClientesAula 2 - Desenvolvimento de Clientes
Aula 2 - Desenvolvimento de Clientes
 
Réveil en Form' : Design Thinking - Fred Ooms
Réveil en Form' : Design Thinking - Fred OomsRéveil en Form' : Design Thinking - Fred Ooms
Réveil en Form' : Design Thinking - Fred Ooms
 
DOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBU
DOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBUDOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBU
DOBRÁ ZNAČKA PRO VEŘEJNOU SLUŽBU
 
IAB TEC CSF M6
IAB TEC CSF M6IAB TEC CSF M6
IAB TEC CSF M6
 
Workshop 3 the value proposition
Workshop 3   the value propositionWorkshop 3   the value proposition
Workshop 3 the value proposition
 
JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...
JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...
JTBD Meetup #12: Framing Jobs, Insights from Alan Klement's publication on Jo...
 
IAB - TEC CSF Estrategia 2015
IAB - TEC CSF Estrategia 2015IAB - TEC CSF Estrategia 2015
IAB - TEC CSF Estrategia 2015
 
Get More Traction for Your Product Using Jobs-To-Be-Done
Get More Traction for Your Product Using Jobs-To-Be-DoneGet More Traction for Your Product Using Jobs-To-Be-Done
Get More Traction for Your Product Using Jobs-To-Be-Done
 
The Customer Job To Be Done Canvas - Prototype
The Customer Job To Be Done Canvas - PrototypeThe Customer Job To Be Done Canvas - Prototype
The Customer Job To Be Done Canvas - Prototype
 
Understanding Your Value Proposition
Understanding Your Value PropositionUnderstanding Your Value Proposition
Understanding Your Value Proposition
 
Market creation
Market creationMarket creation
Market creation
 
Marketing at the digital age : keys to success / le nouveau marketing à l'ère...
Marketing at the digital age : keys to success / le nouveau marketing à l'ère...Marketing at the digital age : keys to success / le nouveau marketing à l'ère...
Marketing at the digital age : keys to success / le nouveau marketing à l'ère...
 
Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019
 Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019 Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019
Insurance Innovation & Design Thinking Workshop - Cake & Arrow Las Vegas 2019
 
SF Design Week - First Use Playbook
SF Design Week - First Use PlaybookSF Design Week - First Use Playbook
SF Design Week - First Use Playbook
 
Cours entrepreneuriat customer discovery
Cours entrepreneuriat customer discoveryCours entrepreneuriat customer discovery
Cours entrepreneuriat customer discovery
 
Designing with Purpose—Differentiating Through Authenticity and Trust
Designing with Purpose—Differentiating Through Authenticity and TrustDesigning with Purpose—Differentiating Through Authenticity and Trust
Designing with Purpose—Differentiating Through Authenticity and Trust
 
2 idea development
2   idea development2   idea development
2 idea development
 
How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...
How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...
How to Think Like an Insurtech - Design Thinking & Insurance at Insurance Ope...
 

Similar to VALUE PROPOSITION FOR TESTING CUSTOMER NEEDS

(Added) Value Proposition (english) #learningCX
(Added) Value Proposition (english) #learningCX(Added) Value Proposition (english) #learningCX
(Added) Value Proposition (english) #learningCXBenno Lœwenberg
 
Delivering Value through UX (english) #UNinnovation #WFPinnovation
Delivering Value through UX (english) #UNinnovation #WFPinnovationDelivering Value through UX (english) #UNinnovation #WFPinnovation
Delivering Value through UX (english) #UNinnovation #WFPinnovationBenno Lœwenberg
 
Value propositions Triad Startup Lab June 15.15
Value propositions Triad Startup Lab June 15.15Value propositions Triad Startup Lab June 15.15
Value propositions Triad Startup Lab June 15.15David Horne
 
5 day #Designsprint: Our product discovery dojo for a start-up in Vienna
5 day #Designsprint: Our product discovery dojo for a start-up in Vienna5 day #Designsprint: Our product discovery dojo for a start-up in Vienna
5 day #Designsprint: Our product discovery dojo for a start-up in ViennaJens Otto Lange
 
Pca1 mktdesdigital-espm-aula02-18 01 2013
Pca1 mktdesdigital-espm-aula02-18 01 2013Pca1 mktdesdigital-espm-aula02-18 01 2013
Pca1 mktdesdigital-espm-aula02-18 01 2013Isabelle Goldfarb
 
Value proposition canvas
Value proposition canvasValue proposition canvas
Value proposition canvasReza Hashemi
 
Ondřej Rudolf: Dobrá značka pro veřejnou službu
Ondřej Rudolf: Dobrá značka pro veřejnou službuOndřej Rudolf: Dobrá značka pro veřejnou službu
Ondřej Rudolf: Dobrá značka pro veřejnou službuLibdesign
 
StartUp Sessions - How to get from an idea to a proven prototype
StartUp Sessions - How to get from an idea to a proven prototypeStartUp Sessions - How to get from an idea to a proven prototype
StartUp Sessions - How to get from an idea to a proven prototypetim_schikora
 
IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...
IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...
IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...Robert Dysell
 
UCSF Life Sciences Week 2 Therapeutics: Customer Segments
UCSF Life Sciences Week 2 Therapeutics: Customer SegmentsUCSF Life Sciences Week 2 Therapeutics: Customer Segments
UCSF Life Sciences Week 2 Therapeutics: Customer SegmentsStanford University
 
Monetization - InfoDev Mobile Startup Camp 2013
Monetization - InfoDev Mobile Startup Camp 2013Monetization - InfoDev Mobile Startup Camp 2013
Monetization - InfoDev Mobile Startup Camp 2013George Voulgaris
 
Videoconf mktg plan dash one page
Videoconf mktg plan dash one pageVideoconf mktg plan dash one page
Videoconf mktg plan dash one pageafontanini
 

Similar to VALUE PROPOSITION FOR TESTING CUSTOMER NEEDS (20)

(Added) Value Proposition (english) #learningCX
(Added) Value Proposition (english) #learningCX(Added) Value Proposition (english) #learningCX
(Added) Value Proposition (english) #learningCX
 
Delivering Value through UX (english) #UNinnovation #WFPinnovation
Delivering Value through UX (english) #UNinnovation #WFPinnovationDelivering Value through UX (english) #UNinnovation #WFPinnovation
Delivering Value through UX (english) #UNinnovation #WFPinnovation
 
Value propositions Triad Startup Lab June 15.15
Value propositions Triad Startup Lab June 15.15Value propositions Triad Startup Lab June 15.15
Value propositions Triad Startup Lab June 15.15
 
5 day #Designsprint: Our product discovery dojo for a start-up in Vienna
5 day #Designsprint: Our product discovery dojo for a start-up in Vienna5 day #Designsprint: Our product discovery dojo for a start-up in Vienna
5 day #Designsprint: Our product discovery dojo for a start-up in Vienna
 
Idea generation Workshop and Value Proposition Canvas
Idea generation Workshop and Value Proposition CanvasIdea generation Workshop and Value Proposition Canvas
Idea generation Workshop and Value Proposition Canvas
 
Pca1 mktdesdigital-espm-aula02-18 01 2013
Pca1 mktdesdigital-espm-aula02-18 01 2013Pca1 mktdesdigital-espm-aula02-18 01 2013
Pca1 mktdesdigital-espm-aula02-18 01 2013
 
Ariadne gawande healthcare_innovation_020614
Ariadne gawande healthcare_innovation_020614Ariadne gawande healthcare_innovation_020614
Ariadne gawande healthcare_innovation_020614
 
Value proposition canvas
Value proposition canvasValue proposition canvas
Value proposition canvas
 
Ondřej Rudolf: Dobrá značka pro veřejnou službu
Ondřej Rudolf: Dobrá značka pro veřejnou službuOndřej Rudolf: Dobrá značka pro veřejnou službu
Ondřej Rudolf: Dobrá značka pro veřejnou službu
 
Fgv empreendedorismo aula 3
Fgv empreendedorismo aula 3Fgv empreendedorismo aula 3
Fgv empreendedorismo aula 3
 
StartUp Sessions - How to get from an idea to a proven prototype
StartUp Sessions - How to get from an idea to a proven prototypeStartUp Sessions - How to get from an idea to a proven prototype
StartUp Sessions - How to get from an idea to a proven prototype
 
IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...
IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...
IHR - Stockholms Universitet - 27 nov2013. Gästföreläsning Robert Dysell Acne...
 
The Value Proposition Canvas
The Value Proposition CanvasThe Value Proposition Canvas
The Value Proposition Canvas
 
HackingMedicine Disrupt Pharma Clinical Trials 092013 Zen Chu
HackingMedicine Disrupt Pharma Clinical Trials 092013 Zen ChuHackingMedicine Disrupt Pharma Clinical Trials 092013 Zen Chu
HackingMedicine Disrupt Pharma Clinical Trials 092013 Zen Chu
 
Digital Health Minimum Viable Products MIT_healthcare_ventures_2015
Digital Health Minimum Viable Products MIT_healthcare_ventures_2015Digital Health Minimum Viable Products MIT_healthcare_ventures_2015
Digital Health Minimum Viable Products MIT_healthcare_ventures_2015
 
MIT HackingMedicine SXSW_howhackhealthcare_0314
MIT HackingMedicine SXSW_howhackhealthcare_0314MIT HackingMedicine SXSW_howhackhealthcare_0314
MIT HackingMedicine SXSW_howhackhealthcare_0314
 
Growth Hustling
Growth HustlingGrowth Hustling
Growth Hustling
 
UCSF Life Sciences Week 2 Therapeutics: Customer Segments
UCSF Life Sciences Week 2 Therapeutics: Customer SegmentsUCSF Life Sciences Week 2 Therapeutics: Customer Segments
UCSF Life Sciences Week 2 Therapeutics: Customer Segments
 
Monetization - InfoDev Mobile Startup Camp 2013
Monetization - InfoDev Mobile Startup Camp 2013Monetization - InfoDev Mobile Startup Camp 2013
Monetization - InfoDev Mobile Startup Camp 2013
 
Videoconf mktg plan dash one page
Videoconf mktg plan dash one pageVideoconf mktg plan dash one page
Videoconf mktg plan dash one page
 

More from Benno Lœwenberg

Accessibility in Design Systems (english) #WorkingProducts
Accessibility in Design Systems (english) #WorkingProductsAccessibility in Design Systems (english) #WorkingProducts
Accessibility in Design Systems (english) #WorkingProductsBenno Lœwenberg
 
Accessibility in Designsystemen (deutsch) #WorkingProducts
Accessibility in Designsystemen (deutsch) #WorkingProductsAccessibility in Designsystemen (deutsch) #WorkingProducts
Accessibility in Designsystemen (deutsch) #WorkingProductsBenno Lœwenberg
 
Customer Experience made tangible (english) #leaninrgCX
Customer Experience made tangible (english) #leaninrgCXCustomer Experience made tangible (english) #leaninrgCX
Customer Experience made tangible (english) #leaninrgCXBenno Lœwenberg
 
Remote Design Sprint (deutsch) #i2c
Remote Design Sprint (deutsch) #i2cRemote Design Sprint (deutsch) #i2c
Remote Design Sprint (deutsch) #i2cBenno Lœwenberg
 
Accessibility in Designsystemen (deutsch) #DSXFRA
Accessibility in Designsystemen (deutsch) #DSXFRAAccessibility in Designsystemen (deutsch) #DSXFRA
Accessibility in Designsystemen (deutsch) #DSXFRABenno Lœwenberg
 
Accessibility in Design Systems (english)
Accessibility in Design Systems (english)Accessibility in Design Systems (english)
Accessibility in Design Systems (english)Benno Lœwenberg
 
Remote Design Sprint (deutsch)
Remote Design Sprint (deutsch)Remote Design Sprint (deutsch)
Remote Design Sprint (deutsch)Benno Lœwenberg
 
Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...
Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...
Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...Benno Lœwenberg
 
Remote Design Sprint (deutsch) #MuC2020
Remote Design Sprint (deutsch) #MuC2020Remote Design Sprint (deutsch) #MuC2020
Remote Design Sprint (deutsch) #MuC2020Benno Lœwenberg
 
Animation in Designsystemen (deutsch) #MuC2020
Animation in Designsystemen (deutsch) #MuC2020Animation in Designsystemen (deutsch) #MuC2020
Animation in Designsystemen (deutsch) #MuC2020Benno Lœwenberg
 
Remote Design Sprint (english) #AMSUX
Remote Design Sprint (english) #AMSUXRemote Design Sprint (english) #AMSUX
Remote Design Sprint (english) #AMSUXBenno Lœwenberg
 
Remote Design Sprint (deutsch) #TrainerCoaches
Remote Design Sprint (deutsch) #TrainerCoachesRemote Design Sprint (deutsch) #TrainerCoaches
Remote Design Sprint (deutsch) #TrainerCoachesBenno Lœwenberg
 
Design Systems (english) #UXCE20
Design Systems (english) #UXCE20Design Systems (english) #UXCE20
Design Systems (english) #UXCE20Benno Lœwenberg
 
Design Sprint (deutsch) #i2c
Design Sprint (deutsch) #i2cDesign Sprint (deutsch) #i2c
Design Sprint (deutsch) #i2cBenno Lœwenberg
 
Motion in Design Systems - Sketch Edition (english) #SketchMUC
Motion in Design Systems - Sketch Edition (english) #SketchMUCMotion in Design Systems - Sketch Edition (english) #SketchMUC
Motion in Design Systems - Sketch Edition (english) #SketchMUCBenno Lœwenberg
 
Motion in Design Systems (english) #UXcampHH
Motion in Design Systems (english) #UXcampHHMotion in Design Systems (english) #UXcampHH
Motion in Design Systems (english) #UXcampHHBenno Lœwenberg
 
Design Sprint (deutsch) #XCamp19
Design Sprint (deutsch) #XCamp19Design Sprint (deutsch) #XCamp19
Design Sprint (deutsch) #XCamp19Benno Lœwenberg
 
Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...
Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...
Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...Benno Lœwenberg
 
Design Sprint für Design Thinker (deutsch) #DTFRM
Design Sprint für Design Thinker (deutsch) #DTFRM Design Sprint für Design Thinker (deutsch) #DTFRM
Design Sprint für Design Thinker (deutsch) #DTFRM Benno Lœwenberg
 
Customer Experience (deutsch) #GSJam
Customer Experience (deutsch) #GSJamCustomer Experience (deutsch) #GSJam
Customer Experience (deutsch) #GSJamBenno Lœwenberg
 

More from Benno Lœwenberg (20)

Accessibility in Design Systems (english) #WorkingProducts
Accessibility in Design Systems (english) #WorkingProductsAccessibility in Design Systems (english) #WorkingProducts
Accessibility in Design Systems (english) #WorkingProducts
 
Accessibility in Designsystemen (deutsch) #WorkingProducts
Accessibility in Designsystemen (deutsch) #WorkingProductsAccessibility in Designsystemen (deutsch) #WorkingProducts
Accessibility in Designsystemen (deutsch) #WorkingProducts
 
Customer Experience made tangible (english) #leaninrgCX
Customer Experience made tangible (english) #leaninrgCXCustomer Experience made tangible (english) #leaninrgCX
Customer Experience made tangible (english) #leaninrgCX
 
Remote Design Sprint (deutsch) #i2c
Remote Design Sprint (deutsch) #i2cRemote Design Sprint (deutsch) #i2c
Remote Design Sprint (deutsch) #i2c
 
Accessibility in Designsystemen (deutsch) #DSXFRA
Accessibility in Designsystemen (deutsch) #DSXFRAAccessibility in Designsystemen (deutsch) #DSXFRA
Accessibility in Designsystemen (deutsch) #DSXFRA
 
Accessibility in Design Systems (english)
Accessibility in Design Systems (english)Accessibility in Design Systems (english)
Accessibility in Design Systems (english)
 
Remote Design Sprint (deutsch)
Remote Design Sprint (deutsch)Remote Design Sprint (deutsch)
Remote Design Sprint (deutsch)
 
Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...
Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...
Flattening the Learning Curve – a Clever Diagram Can Tell More Than 1000 Buzz...
 
Remote Design Sprint (deutsch) #MuC2020
Remote Design Sprint (deutsch) #MuC2020Remote Design Sprint (deutsch) #MuC2020
Remote Design Sprint (deutsch) #MuC2020
 
Animation in Designsystemen (deutsch) #MuC2020
Animation in Designsystemen (deutsch) #MuC2020Animation in Designsystemen (deutsch) #MuC2020
Animation in Designsystemen (deutsch) #MuC2020
 
Remote Design Sprint (english) #AMSUX
Remote Design Sprint (english) #AMSUXRemote Design Sprint (english) #AMSUX
Remote Design Sprint (english) #AMSUX
 
Remote Design Sprint (deutsch) #TrainerCoaches
Remote Design Sprint (deutsch) #TrainerCoachesRemote Design Sprint (deutsch) #TrainerCoaches
Remote Design Sprint (deutsch) #TrainerCoaches
 
Design Systems (english) #UXCE20
Design Systems (english) #UXCE20Design Systems (english) #UXCE20
Design Systems (english) #UXCE20
 
Design Sprint (deutsch) #i2c
Design Sprint (deutsch) #i2cDesign Sprint (deutsch) #i2c
Design Sprint (deutsch) #i2c
 
Motion in Design Systems - Sketch Edition (english) #SketchMUC
Motion in Design Systems - Sketch Edition (english) #SketchMUCMotion in Design Systems - Sketch Edition (english) #SketchMUC
Motion in Design Systems - Sketch Edition (english) #SketchMUC
 
Motion in Design Systems (english) #UXcampHH
Motion in Design Systems (english) #UXcampHHMotion in Design Systems (english) #UXcampHH
Motion in Design Systems (english) #UXcampHH
 
Design Sprint (deutsch) #XCamp19
Design Sprint (deutsch) #XCamp19Design Sprint (deutsch) #XCamp19
Design Sprint (deutsch) #XCamp19
 
Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...
Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...
Delivering Value using Human-Centered Design (english) #UNFPAinnovates #WFPin...
 
Design Sprint für Design Thinker (deutsch) #DTFRM
Design Sprint für Design Thinker (deutsch) #DTFRM Design Sprint für Design Thinker (deutsch) #DTFRM
Design Sprint für Design Thinker (deutsch) #DTFRM
 
Customer Experience (deutsch) #GSJam
Customer Experience (deutsch) #GSJamCustomer Experience (deutsch) #GSJam
Customer Experience (deutsch) #GSJam
 

Recently uploaded

Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Tech Startup Growth Hacking 101  - Basics on Growth MarketingTech Startup Growth Hacking 101  - Basics on Growth Marketing
Tech Startup Growth Hacking 101 - Basics on Growth MarketingShawn Pang
 
7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...Paul Menig
 
Socio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptxSocio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptxtrishalcan8
 
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis:  Simple Linear Regression Multiple Linear RegressionRegression analysis:  Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear RegressionRavindra Nath Shukla
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesDipal Arora
 
Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023Neil Kimberley
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdfRenandantas16
 
Call Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine ServiceCall Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine Serviceritikaroy0888
 
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableCall Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableDipal Arora
 
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfGrateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfPaul Menig
 
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...Dipal Arora
 
BEST ✨ Call Girls In Indirapuram Ghaziabad ✔️ 9871031762 ✔️ Escorts Service...
BEST ✨ Call Girls In  Indirapuram Ghaziabad  ✔️ 9871031762 ✔️ Escorts Service...BEST ✨ Call Girls In  Indirapuram Ghaziabad  ✔️ 9871031762 ✔️ Escorts Service...
BEST ✨ Call Girls In Indirapuram Ghaziabad ✔️ 9871031762 ✔️ Escorts Service...noida100girls
 
M.C Lodges -- Guest House in Jhang.
M.C Lodges --  Guest House in Jhang.M.C Lodges --  Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.Aaiza Hassan
 
Keppel Ltd. 1Q 2024 Business Update Presentation Slides
Keppel Ltd. 1Q 2024 Business Update  Presentation SlidesKeppel Ltd. 1Q 2024 Business Update  Presentation Slides
Keppel Ltd. 1Q 2024 Business Update Presentation SlidesKeppelCorporation
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A  SALESMAN / WOMANA DAY IN THE LIFE OF A  SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMANIlamathiKannappan
 
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature SetCreating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature SetDenis Gagné
 
Eni 2024 1Q Results - 24.04.24 business.
Eni 2024 1Q Results - 24.04.24 business.Eni 2024 1Q Results - 24.04.24 business.
Eni 2024 1Q Results - 24.04.24 business.Eni
 
Ensure the security of your HCL environment by applying the Zero Trust princi...
Ensure the security of your HCL environment by applying the Zero Trust princi...Ensure the security of your HCL environment by applying the Zero Trust princi...
Ensure the security of your HCL environment by applying the Zero Trust princi...Roland Driesen
 
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒anilsa9823
 

Recently uploaded (20)

Tech Startup Growth Hacking 101 - Basics on Growth Marketing
Tech Startup Growth Hacking 101  - Basics on Growth MarketingTech Startup Growth Hacking 101  - Basics on Growth Marketing
Tech Startup Growth Hacking 101 - Basics on Growth Marketing
 
7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...
 
Socio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptxSocio-economic-Impact-of-business-consumers-suppliers-and.pptx
Socio-economic-Impact-of-business-consumers-suppliers-and.pptx
 
Regression analysis: Simple Linear Regression Multiple Linear Regression
Regression analysis:  Simple Linear Regression Multiple Linear RegressionRegression analysis:  Simple Linear Regression Multiple Linear Regression
Regression analysis: Simple Linear Regression Multiple Linear Regression
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
 
Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023Mondelez State of Snacking and Future Trends 2023
Mondelez State of Snacking and Future Trends 2023
 
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
 
Call Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine ServiceCall Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine Service
 
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableCall Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
 
Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517
Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517
Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517
 
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfGrateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdf
 
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...
 
BEST ✨ Call Girls In Indirapuram Ghaziabad ✔️ 9871031762 ✔️ Escorts Service...
BEST ✨ Call Girls In  Indirapuram Ghaziabad  ✔️ 9871031762 ✔️ Escorts Service...BEST ✨ Call Girls In  Indirapuram Ghaziabad  ✔️ 9871031762 ✔️ Escorts Service...
BEST ✨ Call Girls In Indirapuram Ghaziabad ✔️ 9871031762 ✔️ Escorts Service...
 
M.C Lodges -- Guest House in Jhang.
M.C Lodges --  Guest House in Jhang.M.C Lodges --  Guest House in Jhang.
M.C Lodges -- Guest House in Jhang.
 
Keppel Ltd. 1Q 2024 Business Update Presentation Slides
Keppel Ltd. 1Q 2024 Business Update  Presentation SlidesKeppel Ltd. 1Q 2024 Business Update  Presentation Slides
Keppel Ltd. 1Q 2024 Business Update Presentation Slides
 
A DAY IN THE LIFE OF A SALESMAN / WOMAN
A DAY IN THE LIFE OF A  SALESMAN / WOMANA DAY IN THE LIFE OF A  SALESMAN / WOMAN
A DAY IN THE LIFE OF A SALESMAN / WOMAN
 
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature SetCreating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
Creating Low-Code Loan Applications using the Trisotech Mortgage Feature Set
 
Eni 2024 1Q Results - 24.04.24 business.
Eni 2024 1Q Results - 24.04.24 business.Eni 2024 1Q Results - 24.04.24 business.
Eni 2024 1Q Results - 24.04.24 business.
 
Ensure the security of your HCL environment by applying the Zero Trust princi...
Ensure the security of your HCL environment by applying the Zero Trust princi...Ensure the security of your HCL environment by applying the Zero Trust princi...
Ensure the security of your HCL environment by applying the Zero Trust princi...
 
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒VIP Call Girls In Saharaganj ( Lucknow  ) 🔝 8923113531 🔝  Cash Payment (COD) 👒
VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒
 

VALUE PROPOSITION FOR TESTING CUSTOMER NEEDS

  • 1.   VALUE PROPOSITION  WIR VERSUS VIRUS ENABLER 26. MAI 2020 @BENNOLOEWENBERG Added
  • 3. Quelle: Bloomberg einzige Produktfunktion kann manuell besser gelöst werden …
  • 4. Quelle: Otto Waalkes – Tomatobrotomat … ähnelt stark einem Sketch aus den 1970ern über eine riesige, komplett nutzlose Küchenmaschine
  • 5. Quelles: Kale&Me, Yuicery, Dean&David Einen existierenden Markt mit einer Vielzahl alternativer Angebote ignorierend
  • 6.   PRODUCT FAILURE  »Es werden tausende von Produkten angeboten nach denen niemand fragt. Wie können wir sicherstellen, etwas anzubieten dass Menschen tatsächlich benötigen ?« Quelle: Holger Eggert
  • 8.   »TO TEST IF YOUR PRODUCT IS NEEDED,    STUDY THE JOB THAT IT DOES«  Quelle: Des Traynor
  • 9.  NUTZENVERSPRECHEN  Quelle: Clayton Christensen »Betrachte die Value Proposition als einen Vertrag zwischen Deiner Firma und dem Kunden. Der Kunde gibt Deiner Firma den Job sein Problem zu lösen.«
  • 11.   VAGE VERMUTUNGEN  »Ich habe das Problem, also haben andere das auch« »Wir haben eine Finanzierung, also ist es eine gute Idee« »Wir sind schon so weit fortgeschritten, da ist es zu spät um jetzt noch mit Recherche anzufangen« Quelle: Dyhana Scarano
  • 12. Grafik: @BennoLoewenberg n. Toxboe, Kalbach, Perri  PERSPEKTIVWECHSEL  ProduktNutzer Problemfeld Lösungsfeld
  • 13.   MÖGLICHE FRAGEN  ¿ Welches übergeordnete Ziel, möchte eine Person im Zusammenhang mit dem Problem erreichen ? ¿ Lohnt es sich, das Problem zu lösen ? ¿ Wie lösen Menschen das Problem bisher ? ¿ Wie können wir das Problem für den Nutzer lösen und wieviel vom übergeordneten Ziel ? @BennoLoewenberg nach Tony Ulwick
  • 14. Your business has many hypotheses Are consumers currently doing this? Can I create a product that will improve upon it? Can I address the market successfully? T E S T E D B Y Evidence of investment T E S T E D B Y Product Market Fit for your MVP Analytics for Marketing Experiments T E S T E D B Y Grafik: Des Traynor
  • 15. Grafik: @BennoLoewenberg n. Osterwalder et. al.  PRIORISIEREN  validiert unbewiesen wichtig nice to have Hypo theseHypo these Hypo these Hypo these Hypo these Hypo these Hypo these Hypo theseHypo these Hypo these Hypo these Hypo these Riskiest Assumption Testing
  • 16. Gain Creators Describe how your products and services create customer gains. How do they create benefits your customer expects, desires or would be surprised by, including functional utility, social gains, positive emotions, and cost savings? Do they… Create savings that make your customer happy? (e.g. in terms of time, money and effort, …) Produce outcomes your customer expects or that go beyond their expectations? (e.g. better quality level, more of something, less of something, …) Pain Relievers Copy or outperform current solutions that delight your customer? (e.g. regarding specific features, performance, quality, …) Make your customer’s job or life easier? (e.g. flatter learning curve, usability, accessibility, more services, lower cost of ownership, …) Create positive social consequences that your customer desires? (e.g. makes them look good, produces an increase in power, status, …) Do something customers are looking for? (e.g. good design, guarantees, specific or more features, …) Fulfill something customers are dreaming about? (e.g. help big achievements, produce big reliefs, …) Produce positive outcomes matching your customers success and failure criteria? (e.g. better performance, lower cost, …) Help make adoption easier? (e.g. lower cost, less investments, lower risk, better quality, performance, design, …) Rank each gain your products and services create according to its relevance to your customer. Is it substantial or insignificant? For each gain indicate how often it occurs. Describe how your products and services alleviate customer pains. How do they eliminate or reduce negative emotions, undesired costs and situations, and risks your customer experiences or could experience before, during, and after getting the job done? Do they… Produce savings? (e.g. in terms of time, money, or efforts, …) Make your customers feel better? (e.g. kills frustrations, annoyances, things that give them a headache, …) Fix underperforming solutions? (e.g. new features, better performance, better quality, …) Put an end to difficulties and challenges your customers encounter? (e.g. make things easier, helping them get done, eliminate resistance, …) Wipe out negative social consequences your customers encounter or fear? (e.g. loss of face, power, trust, or status, …) Eliminate risks your customers fear? (e.g. financial, social, technical risks, or what could go awfully wrong, …) Help your customers better sleep at night? (e.g. by helping with big issues, diminishing concerns, or eliminating worries, …) Limit or eradicate common mistakes customers make? (e.g. usage mistakes, …) Get rid of barriers that are keeping your customer from adopting solutions? (e.g. lower or no upfront investment costs, flatter learning curve, less resistance to change, …) Rank each pain your products and services kill according to their intensity for your customer. Is it very intense or very light? For each pain indicate how often it occurs. Risks your customer experiences or could experience before, during, and after getting the job done? Products & Services List all the products and services your value proposition is built around. Which products and services do you offer that help your customer get either a functional, social, or emotional job done, or help him/her satisfy basic needs? Which ancillary products and services help your customer perform the roles of: Buyer (e.g. products and services that help customers compare offers, decide, buy, take delivery of a product or service, …) Co-creator (e.g. products and services that help customers co-design solutions, otherwise contribute value to the solution, …) Transferrer (e.g. products and services that help customers dispose of a product, transfer it to others, or resell, …) Products and services may either by tangible (e.g. manufac- tured goods, face-to-face customer service), digital/virtual (e.g. downloads, online recommendations), intangible (e.g. copyrights, quality assurance), or financial (e.g. investment funds, financing services). Rank all products and services according to their importance to your customer. Are they crucial or trivial to your customer? Gains Describe the benefits your customer expects, desires or would be surprised by. This includes functional utility, social gains, positive emotions, and cost savings. Which savings would make your customer happy? (e.g. in terms of time, money and effort, …) What outcomes does your customer expect and what would go beyond his/her expectations? (e.g. quality level, more of something, less of something, …) How do current solutions delight your customer? (e.g. specific features, performance, quality, …) Pains Customer Job(s) Describe negative emotions, undesired costs and situations, and risks that your customer experiences or could experience before, during, and after getting the job done. What does your customer find too costly? (e.g. takes a lot of time, costs too much money, requires substantial efforts, …) What makes your customer feel bad? (e.g. frustrations, annoyances, things that give them a headache, …) How are current solutions underperforming for your customer? (e.g. lack of features, performance, malfunctioning, …) What are the main difficulties and challenges your customer encounters? (e.g. understanding how things work, difficulties getting things done, resistance, …) What negative social consequences does your customer encounter or fear? (e.g. loss of face, power, trust, or status, …) What risks does your customer fear? (e.g. financial, social, technical risks, or what could go awfully wrong, …) What’s keeping your customer awake at night? (e.g. big issues, concerns, worries, …) What common mistakes does your customer make? (e.g. usage mistakes, …) What barriers are keeping your customer from adopting solutions? (e.g. upfront investment costs, learning curve, resistance to change, …) Rank each pain according to the intensity it represents for your customer. Is it very intense or is it very light.? For each pain indicate how often it occurs. Describe what a specific customer segment is trying to get done. It could be the tasks they are trying to perform and complete, the problems they are trying to solve, or the needs they are trying to satisfy. What functional jobs are you helping your customer get done? (e.g. perform or complete a specific task, solve a specific problem, …) What social jobs are you helping your customer get done? (e.g. trying to look good, gain power or status, …) What emotional jobs are you helping your customer get done? (e.g. esthetics, feel good, security, …) What basic needs are you helping your customer satisfy? (e.g. communication, sex, …) Besides trying to get a core job done, your customer performs ancillary jobs in different roles. Describe the jobs your customer is trying to get done as: Buyer (e.g. trying to look good, gain power or status, …) Co-creator (e.g. esthetics, feel good, security, …) Transferrer (e.g. products and services that help customers dispose of a product, transfer it to others, or resell, …) Rank each job according to its significance to your customer. Is it crucial or is it trivial? For each job indicate how often it occurs. Outline in which specific context a job is done, because that may impose constraints or limitations. (e.g. while driving, outside, …) What would make your customer’s job or life easier? (e.g. flatter learning curve, more services, lower cost of ownership, …) What positive social consequences does your customer desire? (e.g. makes them look good, increase in power, status, …) What are customers looking for? (e.g. good design, guarantees, specific or more features, …) What do customers dream about? (e.g. big achievements, big reliefs, …) How does your customer measure success and failure? (e.g. performance, cost, …) What would increase the likelihood of adopting a solution? (e.g. lower cost, less investments, lower risk, better quality, performance, design, …) Rank each gain according to its relevance to your customer. Is it substantial or is it insignificant? For each gain indicate how often it occurs. strategyzer.com The Value Proposition Canvas Value Proposition Customer Segment The makers of Business Model Generation and Strategyzer Copyright Business Model Foundry AG Produced by: www.stattys.com Quelle: Stategyzer – Value Proposition Canvas Hypothesen einfügen
  • 17.   ÜBERPRÜFBARE HYPOTHESE  + Formuliere ein Statement, welches [als Prototyp] überprüfbar ist + basierend auf gemachten Erkenntnissen und + treffe eine Vorhersage über das vermutete Ergebnis Quelle: Dyhana Scarano
  • 18.   VALUE PROPOSITION STATEMENT  Quelle: Geoff Moore Für  {Zielgruppe/Kundenprofil} , die  {Bedarf, Problem, Chance} ist  {Produkt/Service} , um  {Lösung, Wert}
  • 19.   TESTEN DURCH FRAGEN  + Interviews mit Kunden + Interviews mit Experten (z. B. Außendienst, Support) + Foren und Social Media @BennoLoewenberg
  • 20.   TESTEN DURCH ZUHÖREN  + Webanalytics (Traffic, Visits, Klicks) + Kundendienst/Supporttickets + Suchtrends @BennoLoewenberg
  • 21.   TESTEN DURCH ANKÜNDIGEN  + Landingpage und/oder Faltblatt + Produktverpackung + Erklärvideo @BennoLoewenberg Fake it ‘till you make it
  • 22.   TESTEN DURCH AUSPROBIEREN  + Wizard of Oz oder Concierge + Papierprototypen + Clickdummy + 3D-Druck @BennoLoewenberg
  • 23. Quelle: Blank & Osterwalder – Value Proposition Canvas Validierte Hypothesen
  • 24. Grafik: Manoj Ranaweera   WERTANGEBOT MIT JEDER ITERATION  Minimum Viable Product
  • 25.   WAHRGENOMMENER (MEHR)WERT  Grafik: Cooper & Vlaskovits Minimum Desirable Product
  • 26. Grafik: Seema Chawla (kommentiert) Minimum Viable Minimum Desirable Minimum Usable Innovative / New
  • 27. Grafik: Lean Startup Co (kommentiert) Wertangebot
  • 28.  PROCESS  @BennoLoewenberg n. Lean Product Process 1. Determine your target customer 2. Identify unserved customer needs 3. Define your value proposition 4. Specify your Minimum Viable Product feature set 5. Create your MVP & test it with customers 6. Iterate to improve Product-Market Fit Wertangebot
  • 29.   DIE NUTZERSICHT ZÄHLT  »Sprechen Sie mit Ihren Nutzern – bauen und testen Sie für echte Nutzer und für tatsächlichen Nutzungskontext.« ( Familie, Freunde und Kollegen sind nicht Ihre Nutzer ) @BennoLoewenberg
  • 30.  NUTZERBRILLE  1. Was ist das ? 2. Vertaue ich Dir ? 3. Was bietest Du mir an ? und wenn der ›moment of truth‹ positiv bewältigt wurde: 4. Wie bekomme ich es ? Quelle: Seth Godin
  • 31.   VALUE STATEMENT  klar, knapp, ergebnisorientiert, vertrauenserweckend, differenziert, maßvoll @BennoLoewenberg
  • 34.   NICHT IN DIE LÖSUNG VERLIEBEN  Quellen: Mark Cook & Seth Godin »Erfolg ist nicht irgendeine Eigenschaft anzubieten;   Erfolg ist zu lernen, ein Kundenproblem zu lösen.«
  • 35. What is Customer Jobs? What is a Job to be Done (JTBD)? A Job to be Done is the process a consumer goes through whenever she evolves FFIIGGUURREE 55.. TTHHEE DDEESSIIGGNNEERRSS AATT IINNTTEERRCCOOMM ((IINNTTEERRCCOOMM..CCOOMM)) UUSSEE TTHHIISS IILLLLUUSSTTRRAATTIIOONN TTOO SSHHOOWW WWHHAATT IISS,, AANNDD IISSNN’’TT,, IIMMPPOORRTTAANNTT TTOO CCUUSSTTOOMMEERRSS.. Graphic: Intercom (commented) THIS is what your biz makes !
  • 36.   BIETE VORTEILE AN, KEINE FUNKTIONEN  »Menschen kaufen keine Produkte, Menschen kaufen bessere Versionen ihrerselbst« »Kunden wollen nicht Dein Produkt, sie wollen neue Möglichkeiten, die es ihnen bietet« Quellen: Samuel Hulick & Alan Klement
  • 38.   BENNO LOEWENBERG  @BennoLoewenberg GOOGLE STARTUP MENTOR UN INNOVATION FACILITATOR GOOGLE DESIGN SPRINT MASTER
  • 39.   BENNOLOEWENBERG   LINKEDIN /  XING /  TWITTER  @