XYZ Mobile is a startup company positioned for strong growth in an exploding market sector. Management has created a cutting edge business model that has the potential to play a dominant role in the industry. The document provides tips for crafting a compelling value proposition or "wow factor" summary, including being clear about what you do, being credible, and being compelling about how you are better than alternatives. It suggests focusing on description of what you do better than anyone, the benefits to whom, and your differentiation.

1. GETTING
TO
Crafting a
Compelling
Summary
of Your Value
Proposition
Bill Reichert ž Managing Director ž Garage Technology Ventures

3. “XYZ
Mobile
is
a
dynamic
startup
company
posi7oned
for
strong
market
growth
and
expansion.
Management
has
created
a
cu?ng
edge
business
model
that
has
the
poten7al
to
play
a
dominant
role
in
this
exploding
sector.”

5. CONFUSED

6. BORED

7. T ypical Investor

8. Y O U

10.
Pitching
to
investors
Talking
to
customers
Schmoozing
at
events
Pos7ng
updates
Recrui7ng
employees
Looking
for
strategic
partners
Sending
out
emails
On
your
website
Leaving
voice
mails
Press
releases,
marke7ng
materials
Team
training
ALL
THE
TIME!
When do you need to Wow?

11. BE
CLEAR
What
do
you
do?
BE
CREDIBLE
Can
we
believe
you?
BE
COMPELLING
How
much
beWer
are
you?

12. Model for crafting your WOW!
1
DESCRIPTION
What
do
you
do
beWer
than
anyone?

13. Model for crafting your WOW!
2
BENEFIT
What
compelling
benefit
do
you
offer
to
whom?

14. Model for crafting your WOW!
3
DIFFERENTIATION
How
are
you
different?

15. Model for crafting your WOW!
1 2
3

16. G E T T I N G
T O
W O W
A L T E R N A T I V E
A P P R O A C H E S
A L T E R N A T I V E
A P P R O A C H E S

17. T e l l
a
S T O R Y
P a i n t
a
P I C T U R E

19. Drop
a
really
big
name

21. An Example:
SuperCo has developed a low-cost technology that
reduces the vibration caused by hard drives and cooling
fans in data centers.
Because vibration reduces the performance of hard
drives, our technology increases performance by up to
2.5x, as we’ve shown with our three initial customers.
Unlike other solutions that require a redesign of the
server, we can save our customers 40% of their total cost.