This presentation discusses getting a product to product-market fit. It emphasizes starting with the customer by observing their needs through jobs, pains, and gains. The presenter recommends designing solutions that address only the most essential customer needs to constrain solutions and increase scalability. Unique value propositions should be defined by how customers view solutions versus competitors. Validating ideas with customers through experiments and metrics is important before significant investment. The presentation outlines next steps of achieving problem-solution fit, then product-market fit, and ultimately business model fit through a scalable financial model.
The most innovative technology entrepreneurship summer program! The extreme accelerator – from idea to an initial start-up in 15 days
7th - 25th July, 2014 in Nice, Sophia Antipolis
http://www.innovationacademy4u.com/
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
A lecture from the course "Entrepreneurship" at the Goethe University in Frankfurt am Main, Germany. The lecture covers how to get customers for your company, which marketing channels you should choose and how to use behavioral science to get ahead.
The most innovative technology entrepreneurship summer program! The extreme accelerator – from idea to an initial start-up in 15 days
7th - 25th July, 2014 in Nice, Sophia Antipolis
http://www.innovationacademy4u.com/
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
A lecture from the course "Entrepreneurship" at the Goethe University in Frankfurt am Main, Germany. The lecture covers how to get customers for your company, which marketing channels you should choose and how to use behavioral science to get ahead.
Entrepreneurial Design: Building a business that customers love and with whic...Patrick Stähler
Why should anybody care for your business? How do you find the right thing customers love and with which you earn money? What are the jobs-to-be-done for your customers. The presentation was held at the StartupCamp Switzerland 2014. It is all about finding the right business model and how to develop a real, customer tested business from your idea. Cases are blacksocks, Über, Mytaxi, AirBnB, Krinner, Geberit and many others.
These are the slides used in the 150 Startups kick-off workshop held at Bow Valley College May 12th to 14th that was facilitated by Evan Hu & Craig Elias
What your strategy professors forgot to teach youPatrick Stähler
Our strategy professors always taught us that you have to position yourself in the right industry, analyze the market or have the right core competencies. And innovation will happen in products and processes. Really?
With the classical units of analysis for strategy like industry, markets we do not understand what is happening out there in the digital area.
We need a new unit of analysis. The only constant in the digital tsunami is the job we solve for our customer. And only the business model is in the end decisive for value creation aka solving the job of the customers.
The locus of innovation in the digital age is the business model and all its elements. The business model gives us new boxes to think in an thereby breaking the barriers of our conventional thinking about products, markets or industries.
Besides the business model, we need a new process to plan in. Strategic planning does not work since it wants to predict the future. With entrepreneurial design, we do not plan the result of the process but the process itself to discover the future.
Lean Analytics - Communication Layer into the World of BusinessBen Yoskovitz
Lean Analytics is more than just understanding what to track and when. Lean Analytics (and data in general) is about communication within an organization. This is a 1-day workshop I conducted at CrunchConf 2016 in Budapest with a group of data analysts and data scientists to help them understand their role, through the use of analytics, within a larger organization.
Want to turn an amazingly innovative idea into reality? We’ll help share techniques with you to make your dream a reality.
AGENDA TOPICS
- From idea development to innovation design
- Brain power “Deep Innovation”, working in a team
- The difference between an original idea and a copy
- Prepare for the extreme innovative solution
- Back in reality and the first compromise
- Keeping the vision
- Market leader through innovative thinking
Startups don't win because of a great vision, but because of a superior strategy. If you want to have the superior strategy, you must simply have a better customer insight. Customer discovery principles can help you to get real insights about your customers.
The first rule is to fall in love with a problem, not your solution or business idea. You must have a clear picture what your product is hired to do. With customer interviews and different types of tests your job is to prove value hypothesis (that people are prepared to pay for your solution).
You can write down all your hypotheses on business model canvas, running lean canvas or even in a spreadsheet. Then you have to constantly sketch out alternative business models by asking yourself difficult questions and testing different assumptions.
Steps to customer discovery include developing a vision, setting the hypotheses, getting out of the building and performing a reality checks. The best way to start the customer discovery process is with the riskiest assumptions.
Important tools that can help you with customer discovery are also segmentation, personas, empathy map and value proposition canvas. After exploiting all the tools you should have a clear picture what are your customer's pains and gains and what are they willing to pay for.
When you are doing the customer discovery interviews to get the market insights you have to avoid doing any behavior predictions or being satisfied with compliments, opinions or stalling. What are you looking for is a real commitment from early-evangelists.
Remember, wrong assumptions are mother of all fu*ck-ups, and with customer discovery you can make sure you are not building your business based on the wrong assumptions.
This lecture discusses how to build and deliver an effective pitch to help you find financing for your entrepreneurial venture or to sell your product to customers.
Lean Startup Basics - Evidence Based EntrepreneurshipKelly Schwedland
Introduction and overview to the lean process for startups. An evidence based approach to validate early hypothesis and develop a solid Business Model before launch. Involving Customer Development, Hypothesis testing, Minimum Viable Product, (MVP) to get to Product/ Market fit and ultimately A replicable scalable business model. This simple but disciplined approach takes the guess work out of taking an idea and turning it into a viable company.
Based on Eric Reis, Steve Blank and Alex Osterwald's work with Lean Startup, Lean launchpad, customer development and Business Model Canvas. Now in practice by multiple Incubators, Accelerators, Universities and now the National Science Foundation through ICorp to validate business ideas with before investing.
Designing a Business Model - Business Model Canvas Class 5 2024Alok Nikhil Jha
he BMC provides a holistic view of your business model, fostering strategic clarity and alignment.. It is key driver of the business. It is how you create and deliver value to your customers, make money, and operate it sustainably.
It has 9 key pointers to work on and could also be considered as a starting point of a venture
Now is the best time to start a company… Now what?Brian Kelly
It used to take years to launch a new software product. Now you can create, launch, and have paying customers getting value from your product in just a few months. This presentation explains why it's never been a better time to start a software company and what you need to consider to make it a reality.
Should you start with a side gig? Should you raise venture capital? How should you think about your cap table and employee options? What's your exit strategy? This presentation tackles these questions.
David Corcoran, cofounder at Third Rail Group, gave this talk at Do it Best Corp.'s annual Techapalooza on March 14, 2017.
Dynamic4 & The Big Idea Webinar. Introducing The Business Model CanvasBen Pecotich
I was invited to present a thought leader webinar as part of the The Big Idea competition coordinated by The Big Issue. These are the slides from the 40 minute webinar where I introduce the Business Model Canvas and provide some guidance on how it can be used in a social enterprise context to quickly capture and prototype business model concepts on paper so you can create experiments to test them - and your assumptions!
http://dynamic4.com/ideas/big-idea-webinar-introducing-business-model-canvas
Similar to EIA2017Portugal - Mike Kyriacou - Getting to Problem-Market Fit (20)
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
Kubernetes & AI - Beauty and the Beast !?! @KCD Istanbul 2024Tobias Schneck
As AI technology is pushing into IT I was wondering myself, as an “infrastructure container kubernetes guy”, how get this fancy AI technology get managed from an infrastructure operational view? Is it possible to apply our lovely cloud native principals as well? What benefit’s both technologies could bring to each other?
Let me take this questions and provide you a short journey through existing deployment models and use cases for AI software. On practical examples, we discuss what cloud/on-premise strategy we may need for applying it to our own infrastructure to get it to work from an enterprise perspective. I want to give an overview about infrastructure requirements and technologies, what could be beneficial or limiting your AI use cases in an enterprise environment. An interactive Demo will give you some insides, what approaches I got already working for real.
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
4. • Frustrated, left
• Exact Steel: Learned Iron Ore about to explode. Invested in mining town.
• As values and rents exploded, used rents as income while looking around for value-add
opportunities:
Radio station: Buy & licence to nearby competitor.
Telco: Built team, negotiated partnerships & raised capital to buy out assets.
Bought 50-person Electro Acoustics Co. Designed our
own products suite, superior yet plug-compatible with competitors.
Sold as products company, 2010. ELA Security (spin-off) sold in 2015.
• Selected for a SV program – led to working and consulting for VC firms.
• Lectured entrepreneurship, Stanford University Continuing Studies and Expert-In-
Residence at Bootstrap Labs (VC firm).
• AI Financial Analysis. Signed two national deals. Key announcement shortly…
Who IS This Guy?
Exact Steel
Strattica Group
Silicon Valley
Strattica Labs
Stanford & BSL
ERG Group
Aussie Entrepreneur,
now based in Silicon Valley
6. • Near impossible – and very expensive - to
push a product out into the unknown and
have it be successful.
• NEVER invest vast time or money on a
guess.
The Mind of
“The Customer”
DEEP,
COMPLEX,
NUANCED,
DYNAMIC
The Customer
7. The Riddle of
The Customer
The Customer
“Interesting, but just not
important to us.”
“YOU JUST DON’T UNDERSTAND
MY PROBLEM”
“You just don’t get it”
“Meh”
“Rubbish”
“Nope”
“Nahh”
“Not if you PAID me!”
Dumb, Highly Detailed Guesses
Years of Preparation Loss of Money, Hope, Youth
10. • Shock: You are NOT here to build the exact app you though of.
• You are here to solve A Much Bigger and Even More Thrilling Goal:
• Builds Great Wealth | Positively Impacts Lives | Changes The World.
• Our passion comes from cracking the problem of finding a
sustainable product customers love.
Why you are
REALLY here…
Who is my customer,
and how can I build my insights
into an engine that generates value?
11. design observe
High Level:
The Value Prop Canvas
Powerful mental model for how to think
about designing Value Propositions.
Fit
13. Selecting A Customer
Segment
• Focus: Laser focus to start: Select one specific customer segment.
• Access: Which segments can you access most easily? Of those, which
can you access cost-effectively at scale?
• Learning Speed: How long is the sales cycle? Can you learn fast enough
before your company dies? In start-ups, energy, passion, and cash all
drain over time: If learning is too slow, you’ll exhaust these resources
before you reach a viable solution.
14. Jobs:
Functional, Social
& Emotional
• Observe: List the jobs your customer needs to get done.
• Deeper: Make sure you include not just Functional (what they must get done), but also
Social (interpersonal impact they want to have), and
Emotional (how they want to feel)
• WHY? Ask “WHY? … why? … and why is that? Important because it forces us to focus on THE
NEED BEHIND THE NEED
• Revisit: Interpretation is always imperfect with incorrect inclusions, misunderstandings and
wrongful omissions. Revisit, iterate once we have a value prop.
• IMPORTANT: Customer jobs are INDEPENDENT OF your value proposition!
15. Pains
• List all negative issues, emotions, blocks and other
undesired outcomes that affect or block the
customers ability to get the job done.
16. Gains
• List customers benefits and emotions they seek to
gain from completing the jobs. What is their ideal
outcome?
17. Critical: Rank
Observations
Rank to identify
Extreme Pains &
Essential Gains
Pains Gains
Extreme Pain Essential Gains
http://blog.strategyzer.com/posts/2017/3/26/the-high-value-customer-jobs-you-need-to-focus-on
TrivialTrivial
Jobs
High Value
Trivial
22. DESIGN: A Primer
Big Question: What solution could address top pains/gains?
4
Requires:
• Creative Thinking
• Logical Problem solving
23. WRONG USE:
“I am a black-hat
person”
CORRECT USE:
“Let’s put on our Red
Hats – how do we feel
about this solution?
…Ok Let’s put on our
white hats – what
data do we need?...”
How do we feel
about this?
Don’t ignore!
Emotion
What are ways
this solution
won’t work?
Logical Negative
What high level
direction
should we
take?
Strategy
Brainstorm
different
possibilities –
WITHOUT
judgement.
Creative
What are ways
we can make this
solution work?
Logical Positive
What data
do we
need?
Information
The Power of The Six Thinking Hats
24. Everything that can be built
Everything your
team
can build
Solutions that
address only
essential gains
excruciating pains
Solutions that address all
pains & gains
Product that implements
your solution.
Constraining
Solutions
26. • Many people, many times or just a few people once
a year?
• YOU can REACH the customers economically?
• Who can you reach AND be heard above the
noise of all the competitors?
Eg: No small business loans.
• Can you learn and achieve meaningful metrics fast
enough?
• Can you conduct fast, inexpensive experiments?
Eg: No government bids
Ask: “how do we positively impact a billion people”
To make a billion, first think how to deliver a billion $s of value.
What does this look like?
High Volume /
High Frequency
Economic Cust.
Acquisition?
Sales
Cycle
Filter
Possible Solutions
27. What Makes Your Solution
Unique?
• Map out Competitors & Substitutes – including “doing without” - all from
your customers’ point of view.
• What is makes your solution unique?
• Please don’t do this:
Team: Our value prop is X
Mike: Isn’t that like Trip Advisor? How are you different?
Team: We will have a better UX. Their UX is terrible.
Mike: Ah. Who is your designer.
Team: We don’t have a designer…
NOTE: Any UX innovation (Eg: Pinterest) can be easily copied.
28. Executive: “We differentiate by our biscuits having crinkly edges.
So now we’ve made big investments in factories
that make biscuits with crinkly edges.”
Survey
Would you like a biscuit
with Crinkly Edges?
Yes
REALITY: Customers DIDN’T CARE about crinkly edges.
LESSON: Be unique in a way that your customer CARES
about.
DON’T BE A CRINKLY BUSCUIT MANAGER!
Beware: The Story of the Crinkly Biscuits
32. Getting Fit
On Paper
Identify a solution
to address
validated pains & gains.
Problem-Solution
Fit
In The Market
Customers love (use/buy)
your product.
Product-Market
Fit
$$$
In The Bank
Scalable business model
that is
financially sustainable.
Business Model
Fit