Manoj Joshi discusses his 20 years of experience asking the question "What do you want?". His career has involved various roles such as brand manager, strategy planner, copywriter, director, and editor. He provides several case studies of projects he has worked on, including launching new brands, revitalizing existing brands, and creating advertising campaigns. He emphasizes the importance of creating innovative and relevant concepts that blend artistic and analytical skills.
The document discusses design thinking and human-centered design. It emphasizes starting with understanding people by conducting interviews and observations to develop empathy. Interviewing techniques are described such as asking open-ended questions, digging deeper, and identifying extreme users to interview. The document also discusses developing customer journey maps to understand the emotional experience of customers, and creating personas to represent key groups of users. The overall message is that design thinking focuses on developing solutions that meet people's needs by understanding them first through various research methods.
This document discusses business model design techniques, focusing on customer insights. It emphasizes that understanding customers is essential for designing successful business models. Customer insights should inform value propositions, distribution channels, customer relationships, and revenue streams. The document provides examples of how companies like Apple developed business models based on deep customer understanding. It also discusses techniques for gaining customer insights, such as empathy mapping and customer profiling, to guide business model design choices.
1. The document discusses several business model patterns including unbundling businesses, long tail models, multi-sided platforms, and free business models.
2. Unbundling businesses involves separating a company's infrastructure, customer relationship, and product innovation business units. Long tail models focus on selling a large number of niche products in low volumes.
3. Multi-sided platforms create value by facilitating interactions between distinct but interdependent customer groups, addressing the "chicken and egg" problem by subsidizing one customer group to attract the other.
The document provides guidance on how to write an effective creative brief in 3 steps or less:
1) The creative brief should focus the creatives by including a single-minded proposition, target audience, desired consumer response, and relevant insights in a concise one-page document.
2) An effective brief tells the story of the client's problem and objectives simply without unnecessary details. It inspires rather than instructs creatives.
3) Following a structured approach like the 6.5 STM brief format can help create a clear brief and avoid potential issues that come from an unclear or incorrect brief.
Technique to design Business Model from the book: Business Model GenerationRoukaya Issaoui
This chapter discusses techniques from design that can help managers design innovative business models. It covers 4 techniques: 1) Customer insight - developing an empathy map to understand customer needs and jobs to be done. 2) Ideation - generating business model ideas through divergence then convergence to isolate the best ideas. 3) Visual thinking - using visuals like the business model canvas. 4) Prototyping - testing business model ideas through prototypes to help refine them. The goal is to apply design thinking principles like empathy, divergent thinking, and experimentation to design new business models.
This document discusses different business model patterns including unbundling business models, long tail models, multi-sided platforms, free business models, and open business models. It provides examples for each pattern. Specifically, it describes how mobile telecom companies have unbundled their infrastructure businesses to focus on customer relationships. It also discusses how long tail models like Netflix, eBay, and YouTube allow the sale of niche products in low volumes. For multi-sided platforms, it explains how Google subsidizes its search engine for users in order to attract advertisers. Free business models like Flickr use a freemium approach, while mobile phone companies use a "bait and hook" model of free phones with service subscriptions.
Manoj Joshi discusses his 20 years of experience asking the question "What do you want?". His career has involved various roles such as brand manager, strategy planner, copywriter, director, and editor. He provides several case studies of projects he has worked on, including launching new brands, revitalizing existing brands, and creating advertising campaigns. He emphasizes the importance of creating innovative and relevant concepts that blend artistic and analytical skills.
The document discusses design thinking and human-centered design. It emphasizes starting with understanding people by conducting interviews and observations to develop empathy. Interviewing techniques are described such as asking open-ended questions, digging deeper, and identifying extreme users to interview. The document also discusses developing customer journey maps to understand the emotional experience of customers, and creating personas to represent key groups of users. The overall message is that design thinking focuses on developing solutions that meet people's needs by understanding them first through various research methods.
This document discusses business model design techniques, focusing on customer insights. It emphasizes that understanding customers is essential for designing successful business models. Customer insights should inform value propositions, distribution channels, customer relationships, and revenue streams. The document provides examples of how companies like Apple developed business models based on deep customer understanding. It also discusses techniques for gaining customer insights, such as empathy mapping and customer profiling, to guide business model design choices.
1. The document discusses several business model patterns including unbundling businesses, long tail models, multi-sided platforms, and free business models.
2. Unbundling businesses involves separating a company's infrastructure, customer relationship, and product innovation business units. Long tail models focus on selling a large number of niche products in low volumes.
3. Multi-sided platforms create value by facilitating interactions between distinct but interdependent customer groups, addressing the "chicken and egg" problem by subsidizing one customer group to attract the other.
The document provides guidance on how to write an effective creative brief in 3 steps or less:
1) The creative brief should focus the creatives by including a single-minded proposition, target audience, desired consumer response, and relevant insights in a concise one-page document.
2) An effective brief tells the story of the client's problem and objectives simply without unnecessary details. It inspires rather than instructs creatives.
3) Following a structured approach like the 6.5 STM brief format can help create a clear brief and avoid potential issues that come from an unclear or incorrect brief.
Technique to design Business Model from the book: Business Model GenerationRoukaya Issaoui
This chapter discusses techniques from design that can help managers design innovative business models. It covers 4 techniques: 1) Customer insight - developing an empathy map to understand customer needs and jobs to be done. 2) Ideation - generating business model ideas through divergence then convergence to isolate the best ideas. 3) Visual thinking - using visuals like the business model canvas. 4) Prototyping - testing business model ideas through prototypes to help refine them. The goal is to apply design thinking principles like empathy, divergent thinking, and experimentation to design new business models.
This document discusses different business model patterns including unbundling business models, long tail models, multi-sided platforms, free business models, and open business models. It provides examples for each pattern. Specifically, it describes how mobile telecom companies have unbundled their infrastructure businesses to focus on customer relationships. It also discusses how long tail models like Netflix, eBay, and YouTube allow the sale of niche products in low volumes. For multi-sided platforms, it explains how Google subsidizes its search engine for users in order to attract advertisers. Free business models like Flickr use a freemium approach, while mobile phone companies use a "bait and hook" model of free phones with service subscriptions.
What is a Sales Value Proposition and how do I get one?Steve Gough
The document defines a sales value proposition (SVP) as a succinct statement that articulates the unique benefits and value a client receives from a company's products or services. It discusses how SVPs are important for differentiation in a competitive market. Without a clear SVP, customers are more likely to use price as the main criteria when choosing between similar offerings. The document then provides guidance on developing an effective personal SVP by answering three key questions about your experience, uniqueness, and customer value.
The document discusses techniques for business model design, including customer insights, ideation, visual thinking, prototyping, and storytelling.
1) Customer insights involve developing an understanding of customers to inform business model choices regarding value propositions, distribution channels, customer relationships, and revenue streams. Customer profiling tools like empathy maps can help gain insights.
2) Ideation is a creative process for generating business model ideas through techniques like brainstorming, "what if" questions, and visual tools to represent concepts.
3) Visual thinking uses visual representations like diagrams and sketches to explore, discuss, and communicate business models in a concrete way.
4) Prototyping business models allows exploring different design
Design Techniques for Business Model GeneratorHani Tarabichi
This document discusses various techniques for designing business models, including customer insights, ideation, visual thinking, prototyping, storytelling, and scenarios. It describes each technique in 1-2 paragraphs, noting that customer insights should inform value propositions and other elements, ideation involves generating and narrowing ideas, visual thinking makes concepts concrete, prototyping explores possibilities, storytelling engages stakeholders, and scenarios provide context. The overall aim is to create innovative and viable business models.
The document discusses new ways of thinking about catalogs and engaging customers. It argues that catalogs should be seen not just as transactional tools but also ways to engage customers and build relationships. It provides examples of how to make catalogs more engaging, such as including digital calls-to-action, surprising customers to generate excitement, and supporting online activities. It also stresses the importance of doing something different with catalogs to stand out and capturing attention with covers, imagery, copy, and themes.
Marketing and funnel activity overview. Presentation for small business owners group about what to think about when looking at their marketing and acquiring new customers
This document summarizes a seminar on brand marketing for associations. It discusses conducting research to develop a brand triangle with a core value, attributes, and personality to clearly communicate an association's brand. A marketing campaign is outlined using member success stories, print ads, emails, websites, and signage. The presentation addresses the current state of association marketing, discussing issues like who is responsible for branding and how to develop brand equity. It also covers topics like segmentation, personas, behavioral programs, and lead scoring to improve demand generation.
Real Estate Agents: Differentiate or DieJay Kinder
The real estate industry has over 1 million real estate agents, the D.A.N.G.E.R. Report claims that there are to many untrained and unethical agents and they are the biggest threat to the industry. How do you differentiate? Here's what the National Association of Expert Advisors is doing to raise the standard of professionalism in the real estate industry.
Starting a business...a guide on what to consider, brand identity, financing, culture, marketing, plus more. Includes interactive tools for you and your team.
This document provides guidance on creating an effective pitch deck. It outlines the key sections that should be included in a pitch deck and the important questions each section should answer. The recommended sections are: cover, overview, opportunity, problem, solution, traction, customer/market, competition, business model, team, use of funds, and extra slides. Each section is described in 1-2 sentences with examples of the types of questions it should address. The document concludes with suggestions for pitching exercises.
Creativity is the ability to develop new ideas and look at problems in new ways, while innovation is applying creative solutions to problems. Barriers to creativity include focusing on one answer, logic over imagination, rigidly following rules, fear of mistakes, specialization, and believing you are not creative. Good opportunities have customers willing to buy a product that solves their needs, in a large enough market, where entry is possible and you can differentiate yourself.
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.
Demetris C. Hadjisofocli. Presentation of information on how any individual can explore the opportunity to set up and manage their own business and how they can turn an idea into a business opportunity in the area of social enterprise or regular business. This presentation was given to a group of individuals with various types of disabilities and the purpose was to inform them, encourage them, and facilitate their introduction into the business world. A definition of systemic entrepreneurship, a termed and a process that I developed and coined and use the last 2 years, was given out.
The document provides guidance for entrepreneurs on starting a business. It outlines several key steps: initially developing a strong business model and idea; focusing on customer needs; and having a clear vision. Common reasons for business failure include personal conflicts, poor cash flow management, and an unclear vision. The document then details developing a business model by defining the customer problem and unique solution. It also emphasizes the importance of market feasibility, securing initial customers, and cash flow management.
This document provides an overview of key concepts in marketing management from the textbook "Marketing Management" by Dawn Iacobucci. It discusses what marketing is, the exchange between customers and companies, orientations like product and customer-oriented strategies. It also covers the marketing framework including performing a situational analysis using the 5Cs of customers, company, context, collaborators, and competitors, as well as strategic marketing planning using segmentation, targeting, and positioning (STP) and the 4Ps of product, price, place, and promotion. Finally, it discusses different types of products and buying processes for consumer and business products.
The Angels 8Q: Eight Questions Investors & Startups Should Ask to SucceedJoseph de Leon
This started as a personal guide so I could be a better Angel Investor.
It developed into a Playshop that was first conducted at the Global Seedstars Summit [Lausanne, Switzerland 2019].
Rather than answers, I hope this helps you find your own questions.
The document provides information and criteria for an application form for a competition that will award up to £5000 to support social enterprise projects. Eligible applicants must be students, staff or recent graduates of the UK higher education sector with an entrepreneurial idea for a social enterprise. The form requests information about the applicant's idea such as the problem being solved, solution, market potential, costs, progress to date, challenges, and intended use of prize money.
Lecture 2 from our 5-Day Lean Launchpad Class discussing how to put customer discovery to work out of the building. Based on the acclaimed book, Talking to Humans, by Giff Constable & Frank Rimalovski. More at http://talkingtohumans.com.
Technovation challenge workplan for week 6wetech_global
This document provides an agenda and content for an entrepreneurship lesson. The agenda includes discussing what entrepreneurship is, elements of a business plan, and creating a business model. It discusses famous entrepreneurs like Steve Jobs and female entrepreneurs. It introduces the elements of a business plan including value proposition, market size, revenue streams, cost structure, and distribution channels. It uses Angry Birds mobile game as a case study to explain these elements. Finally, it has students brainstorm ideas for their own business model by considering these same elements for an app they would create.
This document outlines a business plan for an extra-duty foreclosure cleanup service seeking $2,000 in funding. It describes the market opportunity in foreclosure cleanup, the problem of properties needing maintenance after foreclosure, and the company's solution of providing cleanup services. The business plan details the company's competitive advantages over other cleanup services through its unique focus on foreclosure properties, marketing strategy to target real estate investors and banks, and financial projections showing revenue growth and profitability within 3 years of operations.
What is a Sales Value Proposition and how do I get one?Steve Gough
The document defines a sales value proposition (SVP) as a succinct statement that articulates the unique benefits and value a client receives from a company's products or services. It discusses how SVPs are important for differentiation in a competitive market. Without a clear SVP, customers are more likely to use price as the main criteria when choosing between similar offerings. The document then provides guidance on developing an effective personal SVP by answering three key questions about your experience, uniqueness, and customer value.
The document discusses techniques for business model design, including customer insights, ideation, visual thinking, prototyping, and storytelling.
1) Customer insights involve developing an understanding of customers to inform business model choices regarding value propositions, distribution channels, customer relationships, and revenue streams. Customer profiling tools like empathy maps can help gain insights.
2) Ideation is a creative process for generating business model ideas through techniques like brainstorming, "what if" questions, and visual tools to represent concepts.
3) Visual thinking uses visual representations like diagrams and sketches to explore, discuss, and communicate business models in a concrete way.
4) Prototyping business models allows exploring different design
Design Techniques for Business Model GeneratorHani Tarabichi
This document discusses various techniques for designing business models, including customer insights, ideation, visual thinking, prototyping, storytelling, and scenarios. It describes each technique in 1-2 paragraphs, noting that customer insights should inform value propositions and other elements, ideation involves generating and narrowing ideas, visual thinking makes concepts concrete, prototyping explores possibilities, storytelling engages stakeholders, and scenarios provide context. The overall aim is to create innovative and viable business models.
The document discusses new ways of thinking about catalogs and engaging customers. It argues that catalogs should be seen not just as transactional tools but also ways to engage customers and build relationships. It provides examples of how to make catalogs more engaging, such as including digital calls-to-action, surprising customers to generate excitement, and supporting online activities. It also stresses the importance of doing something different with catalogs to stand out and capturing attention with covers, imagery, copy, and themes.
Marketing and funnel activity overview. Presentation for small business owners group about what to think about when looking at their marketing and acquiring new customers
This document summarizes a seminar on brand marketing for associations. It discusses conducting research to develop a brand triangle with a core value, attributes, and personality to clearly communicate an association's brand. A marketing campaign is outlined using member success stories, print ads, emails, websites, and signage. The presentation addresses the current state of association marketing, discussing issues like who is responsible for branding and how to develop brand equity. It also covers topics like segmentation, personas, behavioral programs, and lead scoring to improve demand generation.
Real Estate Agents: Differentiate or DieJay Kinder
The real estate industry has over 1 million real estate agents, the D.A.N.G.E.R. Report claims that there are to many untrained and unethical agents and they are the biggest threat to the industry. How do you differentiate? Here's what the National Association of Expert Advisors is doing to raise the standard of professionalism in the real estate industry.
Starting a business...a guide on what to consider, brand identity, financing, culture, marketing, plus more. Includes interactive tools for you and your team.
This document provides guidance on creating an effective pitch deck. It outlines the key sections that should be included in a pitch deck and the important questions each section should answer. The recommended sections are: cover, overview, opportunity, problem, solution, traction, customer/market, competition, business model, team, use of funds, and extra slides. Each section is described in 1-2 sentences with examples of the types of questions it should address. The document concludes with suggestions for pitching exercises.
Creativity is the ability to develop new ideas and look at problems in new ways, while innovation is applying creative solutions to problems. Barriers to creativity include focusing on one answer, logic over imagination, rigidly following rules, fear of mistakes, specialization, and believing you are not creative. Good opportunities have customers willing to buy a product that solves their needs, in a large enough market, where entry is possible and you can differentiate yourself.
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.
Demetris C. Hadjisofocli. Presentation of information on how any individual can explore the opportunity to set up and manage their own business and how they can turn an idea into a business opportunity in the area of social enterprise or regular business. This presentation was given to a group of individuals with various types of disabilities and the purpose was to inform them, encourage them, and facilitate their introduction into the business world. A definition of systemic entrepreneurship, a termed and a process that I developed and coined and use the last 2 years, was given out.
The document provides guidance for entrepreneurs on starting a business. It outlines several key steps: initially developing a strong business model and idea; focusing on customer needs; and having a clear vision. Common reasons for business failure include personal conflicts, poor cash flow management, and an unclear vision. The document then details developing a business model by defining the customer problem and unique solution. It also emphasizes the importance of market feasibility, securing initial customers, and cash flow management.
This document provides an overview of key concepts in marketing management from the textbook "Marketing Management" by Dawn Iacobucci. It discusses what marketing is, the exchange between customers and companies, orientations like product and customer-oriented strategies. It also covers the marketing framework including performing a situational analysis using the 5Cs of customers, company, context, collaborators, and competitors, as well as strategic marketing planning using segmentation, targeting, and positioning (STP) and the 4Ps of product, price, place, and promotion. Finally, it discusses different types of products and buying processes for consumer and business products.
The Angels 8Q: Eight Questions Investors & Startups Should Ask to SucceedJoseph de Leon
This started as a personal guide so I could be a better Angel Investor.
It developed into a Playshop that was first conducted at the Global Seedstars Summit [Lausanne, Switzerland 2019].
Rather than answers, I hope this helps you find your own questions.
The document provides information and criteria for an application form for a competition that will award up to £5000 to support social enterprise projects. Eligible applicants must be students, staff or recent graduates of the UK higher education sector with an entrepreneurial idea for a social enterprise. The form requests information about the applicant's idea such as the problem being solved, solution, market potential, costs, progress to date, challenges, and intended use of prize money.
Lecture 2 from our 5-Day Lean Launchpad Class discussing how to put customer discovery to work out of the building. Based on the acclaimed book, Talking to Humans, by Giff Constable & Frank Rimalovski. More at http://talkingtohumans.com.
Technovation challenge workplan for week 6wetech_global
This document provides an agenda and content for an entrepreneurship lesson. The agenda includes discussing what entrepreneurship is, elements of a business plan, and creating a business model. It discusses famous entrepreneurs like Steve Jobs and female entrepreneurs. It introduces the elements of a business plan including value proposition, market size, revenue streams, cost structure, and distribution channels. It uses Angry Birds mobile game as a case study to explain these elements. Finally, it has students brainstorm ideas for their own business model by considering these same elements for an app they would create.
This document outlines a business plan for an extra-duty foreclosure cleanup service seeking $2,000 in funding. It describes the market opportunity in foreclosure cleanup, the problem of properties needing maintenance after foreclosure, and the company's solution of providing cleanup services. The business plan details the company's competitive advantages over other cleanup services through its unique focus on foreclosure properties, marketing strategy to target real estate investors and banks, and financial projections showing revenue growth and profitability within 3 years of operations.
How to understand how design and business fit together (and don't). Understanding how a market changes everything about how you design.
From my General Assembly User Experience Class Series
Understanding the customer must lie at the foundation of your Business Strategy, your Business Model(s) resulting in Competitive Advantage. Not understanding the customer accounts for everything else we do in business.
Drilling down into business fundamentals, founders and fit, here are some effective questions Angels ask to see which startups stand-out.
An updated edition with expanded content prepared for https://www.sandboxph.org/
This document provides an overview of go-to-market strategies and concepts. It discusses defining markets, segmentation, targeting, positioning, differentiation, and understanding your ecosystem. Key points covered include estimating market size, talking to potential customers and competitors to understand opportunities and gaps, defining segments that are measurable, accessible, substantial and differentiable, and selecting segments to target. The document also discusses positioning, competitive advantages, marketing vs sales approaches, applying marketing principles to new business models, building customer personas, immutable marketing laws, and low-cost marketing tools.
"Strategy" ... we know ... but... we dontSohan Khatri
This document discusses strategic thinking and strategy. It begins by listing common flawed concepts of strategy such as seeing it as an aspiration or action. It then discusses how overusing the term "strategy" can undermine credibility. Several attributes of strategic thinking are outlined, including systems perspective, being intent-focused, and thinking in time. Developing strategic thinking involves being a strategic learner, staying open-minded, and practicing techniques like asking questions. The document concludes by discussing strategic thinking in business context and testing the quality of a strategy.
Brands Exist to Serve Customers,Not the other way around.But you’d never know that from the way Brands are Managed. But are we acting in Customer focused way or Brand focused way ?Brand Management still trumps Customer Management in most large companies and the focus is increasingly incompatible with Growth. Brand should be in the service of the larger goal: growing customer equity
Sohan Babu Khatri has extensive professional experience as CEO of Three H Management and director of White Space. He also works as an adjunct faculty at several universities. He holds a BE in Civil Engineering from Pulchowk Campus in Nepal, an MBA in Finance and Marketing from Bangalore University, and certifications in financial management and analysis.
Various researches have shown that the majority of organizations, especially in the developing countries, have more of operational thinking rather than strategic thinking at the core of its management approach. Strategy has become an overused and at the same time, misused world in management world where we take it as obvious statement for something important we say about our management and business. In the face of the competition and change that exists in today’s market, organizations and their leadership must take strategic thinking approach in order to move the organization forward toward a new and more successful future. This session starts with an exercise of test of strategic thinking level of the participants and thus explains the meaning of strategy and being strategic. It exposes the difference between operational thinker, strategic planner and strategic thinker. The disciplines, approaches, competencies, critical areas and personal attributes of strategic thinker will be introduced with along with the explanation of topic ‘what limits our strategic thinking’. The session ends with the explanation of the methods of developing strategic thinking among the managers and leaders of the organization and how we can utilize such strategic thinking in our business in order to achieve higher goals of the organization.
People at board and top management typically believe that transforming a company from good to great requires an extreme personality, an egocentric chief to lead the corporate charge. But that’s not the case in 21st century management world, where the basic essence of management is more of human emotions and sentiments centric. The essential ingredient for taking a company to greatness is having a “Level 5” leader, an executive in whom extreme personal humility blends paradoxically with intense professional will. This session will focus on explaining the various aspects of leadership and its levels and will focus on the hardcore aspect of transformational leadership which not only focuses on ‘having jobs done’ and ‘having targets met’ but will transform an organization from ‘good’ to ‘great’. It involves explanation of difference between a manager and a leader and how leadership has become an essential element of modern managing function and what are the competencies relevant to leadership qualities. The core learning that will be transferred during this session is that a leader needs IQ and Technical Expertise for sure, but there is something more important if a leader needs to exercise Level 5 transformational leadership and that is EQ (Emotional Quotient). Various dimensions of EQ a Level 5 leaders should possess will be explained and focus will be put on how such EQ can be developed. The session ends with some strategic suggestions for exercise of Level 5 leadership for taking organization from ‘good’ to ‘great’.
Sowing and nurturing BoP Entrepreneurship - Direction for post disaster Econo...Sohan Khatri
Presentation given at the program ‘Ideas for Rebuilding Nepal’ post Gorkha Mega Earthquake in Nepal in the session “Immediate Economic Reforms to Increase Private Investment”.
An overview of technical analysis and its common techniques (Candlestick , MACD, Parabolic SAR, RSI, Bolinger Bands etc) - given to brokers and managers of Nepal Derivative Exchange (NDEX) by Mr. Sohan Khatri (Resource person - Management Association of Nepal, Adjunct Faculty - Ace Institute of Management, Kathmandu College of Management)
Sohan Babu Khatri is a CEO and director who has experience leading management companies and banks in Nepal. He has advanced business degrees from universities in Nepal and India. The document discusses Khatri's background and emphasizes the importance of creativity and innovation for business leadership. It provides examples of how some major companies have demonstrated business innovation through new products, business models, collaboration, research processes, and other means. The overall message is that creativity and innovation are essential for success in today's business environment.
Marketing of Financial Services (Nepalese Context)Sohan Khatri
The document discusses marketing of financial services in the Nepalese context. It introduces Sohan Babu Khatri and his professional background. It then poses several questions about how well financial institutions conceptualize marketing and relate it to other functions. Specifically, it questions whether marketing strategies are developed based on customer needs rather than just product promotion. It emphasizes the importance of understanding customer behavior and developing relationships to provide better services. Overall, the document advocates for a more strategic and customer-centric approach to marketing in the financial sector in Nepal.
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SATTA MATKA DPBOSS KALYAN MATKA RESULTS KALYAN CHART KALYAN MATKA MATKA RESULT KALYAN MATKA TIPS SATTA MATKA MATKA COM MATKA PANA JODI TODAY BATTA SATKA MATKA PATTI JODI NUMBER MATKA RESULTS MATKA CHART MATKA JODI SATTA COM INDIA SATTA MATKA MATKA TIPS MATKA WAPKA ALL MATKA RESULT LIVE ONLINE MATKA RESULT KALYAN MATKA RESULT DPBOSS MATKA 143 MAIN MATKA KALYAN MATKA RESULTS KALYAN CHART
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Discover the Beauty and Functionality of The Expert Remodeling Serviceobriengroupinc04
Unlock your kitchen's true potential with expert remodeling services from O'Brien Group Inc. Transform your space into a functional, modern, and luxurious haven with their experienced professionals. From layout reconfiguration to high-end upgrades, they deliver stunning results tailored to your style and needs. Visit obriengroupinc.com to elevate your kitchen's beauty and functionality today.
Tired of chasing down expiring contracts and drowning in paperwork? Mastering contract management can significantly enhance your business efficiency and productivity. This guide unveils expert secrets to streamline your contract management process. Learn how to save time, minimize risk, and achieve effortless contract management.
The Steadfast and Reliable Bull: Taurus Zodiac Signmy Pandit
Explore the steadfast and reliable nature of the Taurus Zodiac Sign. Discover the personality traits, key dates, and horoscope insights that define the determined and practical Taurus, and learn how their grounded nature makes them the anchor of the zodiac.
High-Quality IPTV Monthly Subscription for $15advik4387
Experience high-quality entertainment with our IPTV monthly subscription for just $15. Access a vast array of live TV channels, movies, and on-demand shows with crystal-clear streaming. Our reliable service ensures smooth, uninterrupted viewing at an unbeatable price. Perfect for those seeking premium content without breaking the bank. Start streaming today!
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Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women MagazineCIOWomenMagazine
In this article, we will dive into the extraordinary life of Ellen Burstyn, where the curtains rise on a story that's far more attractive than any script.
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...BBPMedia1
Nathalie zal delen hoe DEI en ESG een fundamentele rol kunnen spelen in je merkstrategie en je de juiste aansluiting kan creëren met je doelgroep. Door middel van voorbeelden en simpele handvatten toont ze hoe dit in jouw organisatie toegepast kan worden.
Efficient PHP Development Solutions for Dynamic Web ApplicationsHarwinder Singh
Unlock the full potential of your web projects with our expert PHP development solutions. From robust backend systems to dynamic front-end interfaces, we deliver scalable, secure, and high-performance applications tailored to your needs. Trust our skilled team to transform your ideas into reality with custom PHP programming, ensuring seamless functionality and a superior user experience.
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9. Describe the Opportunity
• What problem ?
• What issue ?
• What GAP ?
• What fear ?
• What enthusiasm ?
• What limitation ?
• What Challenge ?
• What chaos ?
• What confusion ?
• What inconsistency ?
• What uncertainty ?
• What appeal ?
Sohan Khatri
10. While talking about opportunity…
• Talk about the intensity and flux of ……..
– problem ?
– issue ?
– GAP ?
– fear ?
– enthusiasm ?
– limitation ?
– challenge ?
– chaos ?
– confusion ?
– inconsistency ?
– uncertainty ?
– appeal ?
Sohan Khatri
11. The Window of Opportunity
I was seldom able
to see an opportunity
until it ceased to be
one.
Sohan Khatri
12. • Intense the issue related to opportunity,
better the pitching…
– How closely is it related to life of people ?
– How current is it ?
– How persistent is it ?
– How wide is it ?
– How high does it lie in priority in society ?
– How much is it affecting life of people ?
Sohan Khatri
15. Business Idea
• How are you going to engage in harnessing
that opportunity ?
• How are you going to solve it ?
• How are you going to devote yourself with it ?
• How is so good about it ?
• What is so effective about it ?
• What is so different about it ?
• What is so unique about it ?
Sohan Khatri
16. Learn | Consult | Research
When you’re talking about it, you’re
talking about
Business IDEA
21. On Ideas
If a man makes a better mousetrap
than his neighbor, though he builds
his house in the woods, the world
will make a beaten path to his door.
Ralph Waldo Emerson
Sohan Khatri
22. Two Problems
1. He never said it.
2. The research doesn’t support it.
Sohan Khatri
23. • The basic mousetrap (1897)
• How much innovation (better mousetraps)
in mousetraps since then?
Sohan Khatri
24. Mousetrap Innovations
• Since USPTO’s founding in 1828, how
many mousetrap patents in U.S.?
– 4,400 patents (Hargadon, 2010)
• How many new mousetrap patent
applications each year currently?
– 400 as of the mid-1990s (Hope, 1996)
– 40 of these are granted
• How many out of these have made
money?
– 20 out of the 4,400
Sohan Khatri
27. Business Concept
The manufacturer who waits for the
world to beat a path to his door is a
great optimist. But the
manufacturer who shows this
“mousetrap” (and its value) to the
world, keeps the smoke coming out
his chimney.
O.B. Winters
Sohan Khatri
28. Mind the Difference ….
Do you like my
product ?
Would you pay
for my product ?
Sohan Khatri
29. Mind the Difference ….
Are you eligible
to get married ?
Are you ready
to get married?
Sohan Khatri
30. What is the basic principle behind
the business?
Business
model
Explain
Sohan Khatri
31. Since we are talking about
business idea and not an idea
just to fancy about it
personally…… it has to make
some market sense
Sohan Khatri
32. A Good Place to Start
Business ModelingSohan Khatri
36. Even if customers love your
value proposition, your business
is going to fail, if its not scalable
and if its not operationally /
financially not sustainable
Sohan Khatri
44. • A business model describes the rationale of how
an organization creates, delivers and captures
value
– simple
– relevant
– intuitively understandable
• Recipe for how the company intends to make
money
• Needs to cover four main areas of business:
offer, customers, infrastructure, financial
viability
Sohan Khatri
45. • Fundamentally, I find it delivers three things:
1. Focus: Stripping away the 40+ pages of ‘stuff’ in a
traditional business plan, I’ve seen users of the
BMC improve their clarify and focus on what’s
driving the business (and what’s non-core and
getting in the way).
2. Flexibility: It’s alot easier to tweak the model and
try things (from a planning perspective) with
something that’s sitting on a single page.
3. Transparency: Your team will have a much easier
time understanding your business model and be
much more likely to buy in to your vision when it’s
laid out on a single page.
Sohan Khatri
48. 1. Customer segments – An organization serves one or several
customer segments
2. Value propositions – Solving customer problems or satisfying
needs
3. Channels – Delivery of value to customers through
communication, distribution and sales
4. Customer relationships – How organization maintains
relationships with customers
5. Revenue streams – Value proposition successfully delivered to
customers
6. Key resources – Assets required to offer all the above
mentioned elements
7. Key activities – Activities performed to implement all these
elements
8. Key partnerships – External/outsourced resources that these
activities require
9. Cost structure – How much all the above costs
Sohan Khatri
54. Illustrative Segmentation Variables
Characteristics
of people/
organizations
Consumer
Markets
Industrial/
Organizational
Markets
Age, gender, income,
family size, lifecycle
stage, geographic
location, lifestyle
Type of industry , size,
geographic location, corporate
culture, stage of
development, producer/
intermediary
Use situation
Occasion, importance of
purchase, prior experience
with
product, user status
Application, Purchasing
procedure
(new task, modified
rebuy, straight rebuy
Buyers’ needs/
preferences
Brand loyalty status, brand
preference, benefits sought,
quality, proneness to make a
deal
Performance requirements,
brand preferences, desired
features, service requirements
Purchase
behavior
Size of purchase,
frequency of purchase
Volume, frequency
of purchase
Sohan Khatri
56. Are you serving……… ??
• Mass market
– one large group of customers with broadly similar needs and problems.
• Niche market
– Business models targeting niche markets cater to specific, specialized Customer
Segments.
• Multi- Segmented
– Market segments with slightly different needs and problems
– Segments have similar but varying needs and problems.
• Diversified (unrelated)
– Two unrelated Customer Segments with very different needs and problems. For
example, in 2006 Amazon.com decided to diversify its retail business by selling “cloud
computing” services: online storage space and on-demand server usage.
– Thus it started catering to a totally different Customer Segment—Web companies—
with a totally different Value Proposition
• Multi-sided platforms (or multi-sided markets)
– Two or more interdependent Customer Segments. A credit card company, for example,
needs a large base of credit card holders and a large base of merchants who accept
those credit cards.
Sohan Khatri
57. What value do we deliver to the customer?
Which one of our customer’s problems are we helping to solve? Which customer
needs are we satisfying?
What bundles of products and services are we offering to each Customer Segment?
Sohan Khatri
59. Value Propositions
• The Value Proposition is the reason why
customers turn to one company over
another.
• It solves a customer problem or satisfies a
customer need.
• Value Proposition is an aggregation, or
bundle, of benefits that a company offers
customers.
Sohan Khatri
60. A Value Proposition creates value for a Customer
Segment through a distinct mix of elements
catering to that segment’s needs.
Values may be quantitative
(e.g. price, speed of service) or qualitative
(e.g. design, customer experience).
Sohan Khatri
65. Wrinkle-free
Attached water
bottle holder
3X Zoom
Feature Advantage Benefit
Can hold a water
bottle
No need for
ironing
Saves time, energy
and electricity
Don’t have to stop for
drinking water, hence
time saved
Better and more close-
up pictures, fond
memories
Can capture images from a
distance
Sohan Khatri
68. Through which Channels do our Customer Segments want to be reached?
How are we reaching them now?
How are our Channels integrated? Which ones work best?
Which ones are most cost-efficient? How are we integrating them with customer
routines?
Sohan Khatri
70. …….
• Finding the right mix of Channels to satisfy how
customers want to be reached is crucial in bringing a
Value Proposition to market.
• Own Channels, through partner Channels, or through
a mix of both.
• Partner Channels lead to lower margins, but they
allow an organization to expand its reach and benefit
from partner strengths.
• Owned Channels and particularly direct ones have
higher margins, but can be costly to put in place and
to operate.
• The trick is to find the right balance between the
different types of Channels, to integrate them in a way
to create a great customer experience, and to
maximize revenues.
Sohan Khatri
72. What type of relationship does each of our Customer
Segments expect us to establish and maintain with them?
Which ones have we established? How costly are they?
How are they integrated with the rest of our business model?
Sohan Khatri
74. Can be driven by following
motivations
• Customer acquisition
• Customer retention
• Boosting sales (upselling)
• In the early days, for example, mobile network
operator Customer Relationships were driven
by aggressive acquisition strategies involving
free mobile phones. When the market became
saturated, operators switched to focusing on
customer retention and increasing average
revenue per customer.
Sohan Khatri
75. The Target ….. To Enhance Overall
Customer Experience
Sohan Khatri
76. Types / Categories/ Ways/
Strategies
• Personal Assistance
• Dedicated Personal Assistance
• Self – Service
• Automated Services
• Communities
• Co-creation
Sohan Khatri
77. • For what value are our
customers really willing to
pay?
• For what do they currently
pay? How are they currently
paying?
• How would they prefer to pay?
• How much does each
Revenue Stream contribute to
overall revenues?
If
customers
comprise
the heart
of a
business
model,
Revenue
Streams
are its
arteries.
Sohan Khatri
79. A business model can involve two
different types of Revenue Streams:
1. Transaction revenues resulting from one-
time customer payments
2. Recurring revenues resulting from
ongoing payments to either deliver a
Value Proposition to customers or
provide post-purchase customer support
Sohan Khatri
89. 7S of a Business Model / Management
Shared
Values
Systems
Structure
Strategy
Staffs
Skills
Style
Sohan Khatri
90. Who are our Key Partners? Who are our key
suppliers?
Which Key Resources are we acquiring from
partners?
Which Key Activities do partners perform?
Sohan Khatri
92. Modes of Partnerships
1. Strategic alliances between non-
competitors
2. Coopetition: strategic partnerships
between competitors
3. Joint ventures to develop new businesses
4. Buyer-supplier relationships to assure
reliable supplies
Sohan Khatri
93. Motivations for Partnerships
• Optimization and economy of scale
– usually formed to reduce costs, and often involve outsourcing or sharing
infrastructure..
• Reduction of risk and uncertainty
– Blu-ray, for example, is an optical disc format jointly developed by a group of
the world’s leading consumer electronics, personal computer, and media
manufacturers. The group cooperated to bring Blu-ray technology to market,
yet individual members compete in selling their own Blu-ray products.
• Acquisition of particular resources and activities
– Some extend their own capabilities by relying on other firms to furnish
particular resources or perform certain activities. Such partnerships can be
motivated by needs to acquire knowledge, licenses, or access to customers.
A mobile phone manufacturer, for example, may license an operating system
for its handsets rather than developing one in-house. An insurer may choose
to rely on independent brokers to sell its policies rather than develop its own
sales force.
Sohan Khatri
95. • What are the most important costs
inherent in our business model?
• Which Key Resources are most
expensive?
• Which Key Activities are most
expensive?
Sohan Khatri
97. Two Models
Naturally enough, costs should be
minimized in every business model. But
low Cost Structures are more important
to some business models than to others.
Therefore it can be useful to distinguish
between two broad classes of business
model Cost Structures: cost-driven and
value-driven (many business models fall
in between these two extremes)
Sohan Khatri
98. Cost Driven Business Model
• Cost-driven business models focus on
minimizing costs wherever possible.
• This approach aims at creating and
maintaining the leanest possible Cost
Structure, using low price Value
Propositions, maximum automation, and
extensive outsourcing.
Sohan Khatri
99. Value Driven Business Model
• Some companies are less concerned with
the cost implications of a particular
business model design, and instead focus
on value creation.
• Premium Value Propositions and a high
degree of personalized service usually
characterize value-driven business
models.
Sohan Khatri
109. Key Business Model Questions
1. How do you acquire customers?
2. After you have landed a new customer, how do you plan to relate to that
customer and manage the relationship (if at all)?
3. How do you charge your customers? What is your revenue model?
4. How much do you charge your customers? Can you calculate your
revenues for the next month, quarter and year?
5. What assets are available to you or under your control?
6. Who are your key partners?
7. What key activities do you need to engage in to deliver your value
proposition?
8. What are your fixed costs?
9. What are your variable costs? Can you calculate your total cost for the
next month, quarter and year?
10.Does your revenue forecast demonstrate increased profitability towards
the end of the forecast period?
Sohan Khatri
118. Wrinkle-free
Attached water
bottle holder
3X Zoom
Feature Advantage Benefit
Can hold a water
bottle
No need for
ironing
Saves time, energy
and electricity
Don’t have to stop for
drinking water, hence
time saved
Better and more close-
up pictures, fond
memories
Can capture images from a
distance
Sohan Khatri
143. All that you filled up your BMC
with, are your hypothesis … and
you’d better test them… ASAP
Sohan Khatri
144. Don’t expect breakthrough in the
first BMC…. They rarely give you
competitive advantage
Sohan Khatri
145. Don’t fall in love with your first
IDEA and BMC
Sohan Khatri
146. To compete in the ruthless market,
you need to think harder – iterate
and revise
Think about alternatives on every
building blocks of BMC
Sohan Khatri
147. Create Prototype BMCs … who
knows, you might end up
exploring disruptive business
model which might change the
entire industry
Sohan Khatri
148. Do your research on innovative
and successful business models
that exists across the industries –
you might find GREAT idea to
work on in around your business
model
Sohan Khatri
149. Three Rules:
1. Focus on the business model – not just
your idea, product, technology or service
2. Don’t fall in love with your first BM – best
models are build on clever, unexpected
elements and that comes from creating
many less obvious versions
3. Iterate rapidly and test your models early
– in the real world
Sohan Khatri
150. Learn | Consult | Research
Interconnection between Building
Blocks of your BMC
152. CS VP CH CR RS KA KR KP CStr
CS
VP
CH
CR
RS
KA
KR
KP
CStr
See the fit and
mis-fit between
each pair….
Rethink on the
new possibilities
Sohan Khatri
154. World out there is full of threats,
constraints and opportunities
beyond your control.
They create the environment in
which your business model will try
surviving and growing everyday
Account them in your model
Sohan Khatri
156. • Everything related to the
customer segments
you’ve selected
• Which other segments
are there ?
• Which ones are most
lucrative ?
• Which segments are
growing ?
• What they want most ?
• Why might they resist ?
• What problems would
they have to adopt your
new methodology/
technology ?
Sohan Khatri
160. • Who are your main
competitors ?
• What advantages do
their business model
provide ?
• Could they crush you ?
• Is there dominant
competitor already ?
• What are their
strengths ? CAs?
• What are their
weaknesses ? CDAs?
• Can you Disrupt them
?
• What might happen if
partners and suppliers
evolve ?
Sohan Khatri
162. • Market Uncertainties
• Capital and Funding Availability and Constraints
• Infrastructure and its state in your market
• Economic Aspects
Sohan Khatri
164. • Does your model
has a competitive
edge today ?
• Tomorrow ?
• What should be the
source of your CA
?
• How can you make
it sustainable ?
• Can you create TA
as the sources of
CA moves along
with the industry
evolution ?
Sohan Khatri
165. • Is your model prepared for emerging trends ?
• Counter-Trends ?
Sohan Khatri
166. • Is your model in
line with evolving
customer needs ?
Sohan Khatri
167. • How will your model adjust to macro-economic shifts ?
Sohan Khatri
169. Asking these questions over and
over again, trying to find out way
out – solution by revising your
BMC will make your model better
likely to succeed, given the
external factors affecting it and
environment where it operates
Sohan Khatri
173. “Thrashing is Essential … The
Question is When to Thrash”
– Seth Godin, Linchpin
Sohan Khatri
174. All products go through some
level of thrashing – successful
products do all their thrashing at
the beginning.
Sohan Khatri
175. You can’t reason your way to a
plan that works – YOU HAVE TO
GET OUTSIDE YOUR BUILDING
TO EMPIRICAL TESTING YOUR
PLAN
GENICHI GENBUTSU
Sohan Khatri
177. You’ve got your model, you’ve
made your best guess… NOW…
its time to FAIL
Its hard to even hear, but even
your most promising prototype is
pretty certain to fail
Sohan Khatri
178. Many of your hypothesis are
bound to be wrong.
Luckily, the canvas makes it easier
to adapt…. As long as your
mistakes are cheap and you act
quickly to fix them
Sohan Khatri
179. The only judge of your Business
Model is your future customer
You’ve to test these hypotheses …
fail or succeed, learn and then
adjust
Sohan Khatri
180. This process is known as
CUSTOMER DEVELOPMENT and
LEAN START UP
Sohan Khatri
181. Begin by stating the most
important hypothesis underlying
your business model
Get out into the world and see if
you’re right hypothesizing this ?
Sohan Khatri
182. You can conduct low cost smart
experiments to test your
hypothesis
Talk to industry experts, potential
partners, potential distributors
But most importantly, talk to your
prospective customers
Sohan Khatri
183. They are likely to have questions
and concerns that never crossed
your mind
What you learn in the field can
have unexpected opportunities
too
This might lead you to modify
your original idea in favor of
something newSohan Khatri
184. As you gain confidence in your
model, you should accelerate and
intensify your testing
Then you succeed in some ways,
but you fail in another – because
there will always be facts that you
can’t see from your office
Sohan Khatri
185. Adapt Rapidly and Cheaply
The more you test, the more you
learn and the more your BMC
matures
Sohan Khatri
186. The era of the fixed business
plan is OVER
Sohan Khatri
188. After sometime, you’ll find that
your BM is no more just guesses
and hypothesis – you’ve tested,
adapted and your business now, is
more likely to succeed
Sohan Khatri
189. You’re ready to pitch your
Business Model now.. With some
traction gained, with some
pivoting and persevering and with
more confidence
Sohan Khatri
191. 10. Not clearly defining metrics
that measures Success
Sohan Khatri
192. • Lukewarm success ? Product customers do seem to
like….. Mastering short term runway to keep your
company go out of business is not enough
• Not having clear vision of what success really looks
like
• Why you want to grow ?
• To what you want to grow into ?
• What do you want to achieve ? At different points of
time ?
Sohan Khatri
193. • Success is different for different companies in
different timelines
• Whatever be the success you define, you should
take time to answer
– Why you want to build this company ?
– What the finish story benefit would be to you ?
– How will you recognize success when you see it ?
– Set time-box to realize your finish story benefit
– Try focus on your overall WHY and WHEN of your
business
Sohan Khatri
197. “Begin with the END in the
mind” – Steven Covey
Sohan Khatri
198. Ask whether your current
business model can scale, at least
on paper, to meet that success
metric… if not, rethink your
business model now vs. waiting to
see what happens six months to 2
years from now
Sohan Khatri
200. When you start by building a
product for everyone, you end up
building a product for no one
Even Facebook didn’t start by opening their network to everyone
Sohan Khatri
205. Early Adopters behave differently
than mainstream customers and
there’s this CHASM between them
that may be hard to cross later
Sohan Khatri
206. You cant cross this CHASM by
leapfrogging the Early Adopters,
but rather by riding the curve and
using the Early Adopters to build
enough momentum to then leap
over the CHASM
Sohan Khatri
209. There is a real danger of getting
too narrow too soon and falling
into the local maximum trap.
At the earlier stage, your job is not
executing, but find the plan that
works.
Sohan Khatri
210. Mathematical Optimization
Solution – called ‘Hill Climbing’
Attempting to find better solutions
by incrementally changing a
single element of the solution
Sohan Khatri
211. If you narrow down too quickly and focus your attention in
optimizing it, you may Successfully achieve your local
maximum, but miss out on a much bigger opportunity.Sohan Khatri
212. Test Multiple Models in Parallel
Ask yourself questions related to
alternatives of your BMC
hypothesis
Sohan Khatri
219. Use your earlier definition of Early
Adopters, try go define problems
more specifically
Use 5 Why’s Technique
Ask questions related to specific
use cases and workflows of
customers
Sohan Khatri
224. Unlike other boxes, this is not
hypothesis you want to test…..
If and when you start getting some
traction, your competition and
copycats will do what you are
doing … If you don’t have an
unfair advantage by then, you may
be easily displaced
Sohan Khatri
225. Think about SCA…. Think about
UfA and where it’ll come from…
and how will you create it
May be even start taking initial
steps towards building it
Sohan Khatri
227. Biggest Challenge – Getting
noticed by customers because of
the uniqueness in your value
proposition
It needs to be different and it need
to matter
Sohan Khatri
228. It is on this basis, you stand to make competition irrelevant
Sohan Khatri
229. You are going to do lots of testing
around this and this is ….. Don’t
stretch too much over this but
make sure you give special
attention to this
Sohan Khatri
231. Running out of resources is one of
the main reason products
eventually fail.
One of your main jobs initially
should be establishing enough
runway until your next significant
learning milestone
Sohan Khatri
232. Three Stages of these
milestones
Problem-
Solution Fit
Product-
Market Fit
Scale
Sohan Khatri
233. Three Stages of these
milestones
Problem-Solution Fit
Do I have a
problem worth
solving ?
Initial discussion
with customers,
after which you
define your MVP
Product-Market Fit
Scale
Sohan Khatri
234. Three Stages of these
milestones
Problem-Solution Fit
Do I have a
problem worth
solving ?
Initial discussion
with customers,
after which you
define your MVP
Product-Market Fit
Have I built
something
people want ?
Test MVP whether
it works in small
scale
Scale
Sohan Khatri
235. Three Stages of these
milestones
Problem-Solution Fit
Do I have a
problem worth
solving ?
Initial discussion
with customers,
after which you
define your MVP
Product-Market Fit
Have I built
something
people want ?
Test MVP
whether it works
in small scale
Scale
How do I
accelerate
growth ?
Sohan Khatri
236. • Can you reduce scope of your solution , your MVP ? So
that you shorten your validation cycle
• Can you reduce your cost ?
• If you are raising funding, identify how much traction or
customer engagement you need to achieve for that
conversation with investorSohan Khatri
237. If you are bootstrapping, identify
your BEP and put some time
constraints around it
Sohan Khatri
239. Early Adopters do not make your
market.
Ability to build a scalable channel
ultimately determines your
product fate.
Sohan Khatri
240. While its ok to start with any
channels to begin with….
Identify where scalable channel
will come from and start investing
and building and testing them
right now – from day one
Sohan Khatri
243. The difference between a Hobby
and a Business is that the later
gets you paid
What do customers pay today to
solve this “must solve” problem ?
And what will you charge for your
solution ?
Sohan Khatri
247. Sometimes that ‘Awesome’ is truly
awesome for lot of people but
often than not, its not
Sohan Khatri
248. As much as possible, defer
thinking about your final solution
at least for now , just don’t do it –
instead challenge yourself to think
in terms of MVP where the primary
directive is delivering value to
customers in fastest manner
possible
Sohan Khatri
260. Activity 6: What is your plan to
run Lean Start Up Loop ?
Sohan Khatri
261. Two Reasons Companies Fail:
Credit: Two reasons companies fail -- and how to avoid them | Knut Haanaes
https://www.youtube.com/watch?v=XVXmYD0UPRQ
Is it possible to run a company and reinvent it at the same time? For business
strategist Knut Haanaes, the ability to innovate after becoming successful is the
mark of a great organization. He shares insights on how to strike a balance between
perfecting what we already know and exploring totally new ideas — and lays out
how to avoid two major strategy traps.
Sohan Khatri
265. Figuring out the balance between
two activities:
EXPLORATION
&
EXPLOITATION
Sohan Khatri
266. EXPLORATION
• What’s new
• Search
• Discovery
• New products
• New innovation
• All our hero’s were explorers
• Its risky
Sohan Khatri
267. EXPLOITATION
• Taking the knowledge we have and making it
better
• Making ‘good’ – ‘better’
• Making ‘good’ products faster, cheaper,
accessible, ‘must have’
• In short term, its not risky
• But if we only exploit, in long term its very risky
• Imagine singing the same song every time –
though with small interesting variations
(obsolete, boring, pathetic)
Sohan Khatri
268. • Long Term Perspective
–Explore
• Short Term Perspective
–Exploit
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269. • In long term, we all are dead !!!
• There is not long term without short term
• Businesses should not die even in long
term
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270. • As a child, we explored more
– We were inquisitive
– We wanted to know the form, content,
phenomena of the things, actions and world
around us
• As we grow older, we gather more
knowledge to be able to exploit than explore
– Need to explore dies
– Exploitation ensures our survival at present
• SAME GOES WITH COMPANY
Sohan Khatri
271. • Companies become, by normal nature, less
innovative, as they become more competent
• Questions CEOs ask
– How can I both, effectively run and re-invent my
company ?
– How can I transform, before we have to ?
• Doing one is difficult
• Doing both takes an art
Sohan Khatri
273. Examples – both balanced
• Nestle – espresso
• Toyota – hybrid cars
• Lego – animation movies
• Unilever – sustainable distribution
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274. Why is balancing so difficult ?
• Because there are so many traps which keep
us where we are
• Two of them
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275. 1. Perpetual Search Trap
• We create something but we don’t have
patience and persistence to make it work
• Instead of staying with it, we create
something new
• Analysis paralysis
• Coming up with ideas and getting frustrated
– vicious circle
Sohan Khatri
276. 2. The Success Trap
• They literally held the future in their hand but
they couldn’t see it.
• They were simply so good at making what
they love doing – that they don’t change
• When we know something well, its difficult to
change
• Success is lousy teacher. It seduces us into
thinking ‘we cannot fail’ – Bill Gates.
Sohan Khatri
278. 1. Get ahead of the crisis
• Innovation is Insurance
• ‘I’ll win the next innovation cycle, whatever
it takes’
Sohan Khatri
279. 2. Think in multiple time scales
• X axis – time scale of perspectives
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280. 3. Invite Challenge
• Allow challenging within company
• Be open to challenge
• Board plays major role – good parenting
• Be frugal and bootstrap
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281. 4. Be skeptical of success
• Suspect it
• Learn from the reasons of it
• Don’t rest
Sohan Khatri
282. Ask Two Questions
• In which areas do you see that the company
is at the risk of falling into success trap – of
just going on Auto Pilot and what can you do
to challenge ?
• When did I explore something new last time
and what kind of effect did it have in me and
is that something I should do more often ?
Sohan Khatri
283. • Whether you’re an explorer by nature or whether you tend to
exploit whatever you already know, the real beauty is in
balance.
Exploration Exploitation
Sohan Khatri
285. What factors matter most for start-
up success ?
The single biggest reason why startups succeed | Bill Gross
https://www.youtube.com/watch?v=bNpx7gpSqbY
Bill Gross has founded a lot of startups, and incubated many others — and he got
curious about why some succeeded and others failed. So he gathered data from
hundreds of companies, his own and other people's, and ranked each company on
five key factors. He found one factor that stands out from the others — and surprised
even him. Sohan Khatri