The Triforce of Value

3. Jonathan
Crawford
 Raised $7M from Spark, KP, Intel, First Round, CRV
 25 employees, 100,000+ stores
 Sold to OpenSky (Alibaba)
 Mentor startups on product, UX, branding & strategy
Solo founder/CEO
Storenvy

4. Most founders don’t *really*
understand the value they deliver to
customers.
POSitioning
The Triforce of value

5. • X Good. Fast. Cheap. Pick 2.
• Answers the question ”*HOW* will we provide
value?”
• Good: Quality, complexity, features, elegance,
status, reliability
• Fast: Speed, convenience, effortless, time-saver
• Cheap: Affordable, low-investment
Good
fast CHEAP
PICK TWO

6. Good
Quality, complex, feature-Rich, elegant, status,
reliable

7. Fast
Speed, convenient, effortless, time-saver

8. CHEAP
Affordable, low resource investment

9. • X Good. Fast. Cheap. Pick 2.
• Answers the question ”*HOW* will we provide
value?”
• Good: Quality, complexity, features, elegance,
status, reliability
• Fast: Speed, convenience, effortless, time-saver
• Cheap: Affordable, low-investment
Good
fast CHEAP
PICK TWO

10. • positioning
• clarity & focus
• customer segment
• what you’re *NOT* doing!
Good Fast Cheap. pick 2.

11. Never try to do all 3
Positioning
Customer Value
The Triforce of value

12. Customer Value
ProductCustomer Value
+ =
You’re selling
fireball Mario

13. Customer Value

14. Triangle Examples
Don: People don’t buy products. They buy Better versions of themselves.

15. POSitioning
Customer Value
Awareness
The Triforce of value

16. CAPability
Utilization
AWARENESS
VALUE
Recognition

20. Positioning
Customer Value
Awareness
The Triforce of value

21. Customer Value
It’s dangerous to startup alone! Take this.
@JonCrawford mail@joncrawford.com