guest speaker module 2 kauffman

1. Kauffman FastTrac Tech Venture Program March, 28, 2011

2. About Me

4. Blog at www.hueyequity.com/blogg

6. value proposition customer relationships key activities customer segments key partners cost structure revenue streams key resources channels 5 images by JAM

7. The Challenges of Defining Target Markets Customer Development

8. Customer DevelopmentThe Search For the Business Model Company Building CustomerDiscovery CustomerValidation Customer Creation Pivot Steve Blank – The Four Steps to the Epiphany

9. Tighten the Feed-Back Loop APIE or ADDIE are both methods for describing a feed-back loop. The faster you can go through the loop the more you learn and adapt. Feed-Back Loop

10. CUSTOMER SEGMENTS which customers and users are you serving? which jobs do they really want to get done? Source: Business Model Generation

11. Learning House – Framing The Market

13. Public or Private

14. Undergrad or Grad

16. Our Customer Segments Then Small Private Schools 500 – 2,500 Full-Time Equivalent Students Private schools – state systems too messy and RFP based Have little to no presence online Largely tuition dependent – no large endowment Now Middle tier State Schools Some online Under severe budget crunch Tired of current provider

17. VALUE PROPOSITIONS what are you offering them? what is that getting done for them? do they care?

18. six services | ONE SOLUTION Publishing Marketing Infrastructure Training Support Consulting All the resources and knowledge to design and customize every aspect of an effective online education program

19. Value Chain Analysis Controls the chain Highest Value Capture

20. Best Source for Information Talking to the Customers Trade Shows where we could talk to the customers and other vendors

21. CHANNELS how does each customer segment want to be reached? through which interaction points?

22. value proposition customer relationships key activities customer segments key partners cost structure revenue streams key resources channels 19 images by JAM

23. Recommended Resources Blogs Steve Blank’s Blog : http://steveblank.com/ Eric Ries Blog: http://www.startuplessonslearned.com/ Fred Wilson’s Blog: http://www.avc.com/ Books Four Steps to the Epiphany, Steve Blank Business Model Generation, Alexander Osterwalder The Profit Zone, Adrian Slywotzky

24. Thoughts on Raising Money What Key Assumptions are you Testing? Test Riskiest Assumptions First!