The document provides an overview of an upcoming training session on value proposition design and innovation games. It outlines the agenda which includes learning about value proposition design, customer profiling, and innovation games. Innovation games are described as "serious games that power innovation by enabling you to better understand your customers." Examples of specific innovation games are listed. The document concludes by explaining how innovation games can help with problem-solution fit, product-market fit, and business model fit.
5. What you will learn today
What is value proposition design?
How do I create a customer profile?
What are Innovation Games®
?
How do I use Innovation Games®
to understand
customer and market needs?
How will I apply what I learned today at work?
When do I get the free books?
19. ScrumMaster Profile Results
May 2015
Jobs Pains Gains
Impediment removalremove
roadblocks
My manager only wants me to
do SM 10% of my time
Distinguish from the CSM
masses
One-on-one coaching Time for self-study Credibility
Training
Lots of work for unknown gainI
can’t imagine a gain
Bring me closer to my CECCST
goal
Conflict resolution No employer knows CSP More respect
Standardize AgileScrum in the
entire company
Finding time -> not work time,
not family time
Better able to contribute to our
Agile journey
Help pilot projects doing Scrum Lack of clear pathinformation Job Opportunities
Scrum ceremonies Time to fill out formapplication
More marketable outside the
company
Minimize distractions
Getting credits & maintaining
credits
Encourages continuous
learninggrowing my expertise
21. Value Map
June 2015
PRODUCTS & SERVICES
• Consulting
• Mentoring
• User stories class
• Intro to Scrum class
• Facilitation class
• Crucial Conversation skills class
• SIMSOC class
• Planning & Estimating class
• Lift-off class
• Network of peers
• Agile San Diego
• Scrum Day San Diego
• LFC Blog
• Personal Agile library
• Experience with Accelerated Learning
PRODUCTS & SERVICES (CONTINUED)
• Sense Making Model
• Coaching Model
• Agile Product Planning
• Collaborative Roadmapping
• Large Scale, Distributed Retrospectives
• Market Research
• Scaled Agile Framework
• Agility Assessment
• Product Management Assessment
(including Product Owners)
• Competency Models for ScrumMasters
& Product Owners
• Facilitation Guidance
22. Value Map
June 2015
PAIN RELIEVERS
• Advice is based on 10+ years of
experience
• New practices & skills to help my career
• Confidence that solutions will work
• Path to the next step in my career
• Avoid common mistakes made by others
• Faster advancement to a skilled
practitioner
• Not feeling alone
• Guidance on my CSP application
• Complete program to become CSP
• Trainer endorsed by the Scrum Alliance
(trusted provider)
• Fast program
• Response to organizational politics
• Help dissatisfied co-workers
PAIN RELIEVERS (CONTINUED)
•Interactive training
•Real mentoring
•Meets my specific needs
23. Value Map
June 2015
GAIN CREATORS
• Excellent instruction
• Network of peers in my community
• Not just sitting in a classroom
• Path to CSC or CST
• More money
• Greater connection to the ScrumAgile
community
• Do not have to travel to participate
• Easy to purchase the entire package
• Guarantee the CSP program will
complete
• Guidance & mentoring from the
instructors
• Diversity of perspectives from
experienced practitioners
GAIN CREATORS (CONTINUED)
•Build a great Team in my office
•Happier stakeholders satisfied with
Scrum
•Sense of moving somewhere exciting
with my career
•More leadership opportunities
•Achieve certification goal
•Master new skills
•Learn new techniques
•Grow professionally
•Structured journey
25. Form Customer Segments
1) Self-organize into groups of 6 to 9 people based on these roles.
ScrumMaster
Team member
PRODUCT
OWNER
MANAGER
Agile Coach
other
26. 2) Open the brown envelope on the table - inside are three packs
of stickies, a one-page description of a Customer Profile (one for
everyone) and trigger questions.
Your Materials
+ +
27. Build Customer Profiles
3) Receive a Customer Profile drawing from the front of the room
and label with your customer segment type.
4) Identify jobs (pains or gains) with stickies - one per stickie - for
10 minutes.
Jobs Pains Gains
•functional
•social
•personal
•problems
•obstacles
•risks
•required
•expected
•desired
28. Rank Jobs, Pains & Gains
5) Prioritize the jobs (pain or gains) using this scale.
Important
Insignificant
Extreme
Moderate
Essential
Nice to Have
30. What you will learn today
What is value proposition design?
How do I create a customer profile?
What are Innovation Games®
?
How do I use Innovation Games®
to understand
customer and market needs?
How will I apply what I learned today at work?
When do I get the free books?
31. “…serious games that power innovation by enabling
you to better understand your customers.”
What are
Innovation Games®?
32. Me & My Shadow
The Apprentice
Spider Web
Give Them A Hot Tub
Start Your Day
20-20 Vision Remember The Future
Product Box
Prune the Product Tree
Show & Tell
Buy A Feature
Speed Boat
33. Looking for Fit
1. Problem-solution fit
2. Product-market fit
3. Business model fit
from Strategyzer
34. Build a prototype of the landing page
Attention: Certified ScrumMasters and Product Owners Who
Want To Increase Opportunities, Credibility and Expertise.
Did you know that Certified Scrum Professionals (CSP) can earn $35,000 more than CSM
and $20,000 more than PMP?
This is a huge opportunity just waiting for you! While there are over 360,000 of CSM and
CPO today, less than 1% take the next step to become a CSP. Why don’t you take that
next step with a complete program focused on your success?
Finally! A Fast Way to Get to the Next Level of Scrum
Certification with Advanced Education, Peer-to-Peer
Collaboration and Expert Guidance!
In just four short months, master the skills and knowledge needed to successfully take your
team and organization to the next level with Scrum & Agile by completing the CSP Fast
Track…
35. “Thank God!
Someone needs to do something.”
“I'm curious as to the content of the classes.”
“Pretty smart idea, you are creating clarity in
a murky and untapped area.”
39. “The site is awesome. Intensely jealous.”
“Love the landing page, especially above the fold.”
“I like the crisp, clear objective/goal of CSP FastPass.”
“If my employer offered to pay for it, I would attended.”
“No, not for me, because I read a lot and attend professional meetings.”
“When does this program start?”
“What are the classes?”
“Will you offer this in London?”
“I don’t believe in certifications.”
“Do I have to do the whole program?”
“How much travel is involved?”
“How much?”
40. 1) Open the brown envelope on the table - inside are twelve pre-
printed index cards, a one-page description of the all the games
(one for everyone) and a mission.
2) Take eight minutes to discuss and select two Innovation Games®
that would give you data to complete your mission.
Design Challenge #2
lectus cras
lectus craslectus cras Mission+ +
42. What you will learn today
What is value proposition design?
How do I create a customer profile?
What are Innovation Games®
?
How do I use Innovation Games®
to understand
customer and market needs?
How will I apply what I learned today at work?
When do I get the free books?
43. Great value propositions…
1) Are embedded in great business models.
2) Focus on the jobs, pains and gains that matter most to the
customers.
3) Focus on unsatisfied jobs, unresolved pains and unrealized gains.
4) Target few jobs, pains and gains, but do so extremely well.
5) Go beyond functional jobs and address emotional and social jobs.
6) Align with how customers measure success.
7) Focus on jobs, pains and gains that a lot of people have or that
some will pay a lot of money for.
8) Differentiate from competition on jobs, pains and gains that
customers care about.
9) Outperform competition substantially on at least one dimension.
10) Are difficult to copy.
from Strategyzer
46. Customer Pains
Trigger Questions
•How do your customers define too costly? Takes a lot of time, costs too much money or
requires substantial effort?
•What makes your customers feel bad? What are their frustrations, annoyances or things that
give them a headache?
•How are current value propositions underperforming for your customers? Which features are
they missing? Are there performance issue that annoy them or malfunctions they cite?
•What are the main difficulties and challenges your customers encounter? Do they understand
how things work, have difficulties getting certain jobs done or resist particular jobs for specific
reasons?
•What negative social consequences do they encounter or fear? Are they afraid of a loss of
face, power, trust or status?
•What risks do your customers fear? Are they afraid of financial, social or technical risks or are
they asking themselves what could go wrong?
•What’s keeping your customers awake at night? What are their big issues, concerns and
worries?
•What common mistakes do your customers make? Are they using the solution the wrong way?
•What barriers are keeping your customers from adopting a value proposition? Are there
upfront investment costs, a steep learning curve or other obstacles preventing adoption?
from Strategyzer
47. Customer Gains
Trigger Questions
•Which saving would make your customers happy? Which saving in terms of time, money
and effort would they value?
•What quality levels do they expect and what would they wish for more or less of?
•How do your current value propositions delight your customers? Which specific features
do they enjoy? What performance and quality do they expect?
•What would make your customers’s jobs or lives easier? Could there be a flatter
learning curve, more services or lower costs of ownership?
•What positive social consequences do your customers desire? What makes them look
good? What increases their power and status?
•What are customers looking for most? Are they searching for good design, guarantees,
specific or more features?
•What do customers dream about? What do they aspire to achieve or what would be a
big relief for them?
•How do your customers measure success and failure? How do they gauge performance
or cost?
•What would increase your customers’s likelihood of adopting a value proposition? Do
they desire lower cost, less investment, lower risk or better quality?
from Strategyzer
48. Our Suggestions
Innovation Game® Product-
Solution Fit
Product-
Market Fit
Business
Model Fit
Remember the Future X X
Prune the Product Tree X X
Product Box X
Spider Web X
Start Your Day X
Buy a Feature X X
Me and My Shadow X X
Show and Tell X
The Apprentice X
Give Them a Hot Tub X X
Speed Boat X X
2020 Vision X X