Victor Rico presented this slide deck to a group of entrepreneurs from Latin America that were selected for a Bootcamp hosted by Seedstars World Competition during Semana Nacional del Emprendedor from Instituto Nacional del Emprendedor (INADEM) at Startup Mexico (SUM). Victor's biography was shared and read with the group before the presentation. Victor is an entrepreneurial business executive with a proven track record of leading Conekta's and Ooyala's strategic market entry to Latin America. He was one of Ooyala's first one hundred employees, under the first ten to join the Guadalajara team and the first man on board to open offices in Mexico City; previous to selling the company to Telstra for $270 millions of dollars on October of 2014. Expert on driving key business relationships with founders from regional startups to C-Level executives at enterprise organizations across Latin America, he has a strong focus on driving and executing alliances driven by returns on investment from online business operations. He graduated as an honorary student athlete from Menlo College, Silicon Valley's Business School. He is currently a member of the Executive Team and Head of Sales at Conekta, Mentor at Angel Ventures, Advisor at a few Mexican startups and Founder at Regalo de Miel. His understanding of the Latin America startup ecosystem and being an online payments thought leader, grant him a share amount of depth, insight and highly value experience for entrepreneurs at almost every stage. You can follow him on Twitter @voritic and add him to your network on LinkedIn.

1. @voriticVíctor Rico

6. The Business Model Canvas
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The makers of Business Model Generation and Strategyzer
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Revenue Streams
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Cost Structure
Customer Relationships
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8. The Startup Pillars
(Legal, Finance, Business Model, Customers)

9. "If you want to build a ship, don't drum up the people to
gather wood, divide the work, and give orders. Instead,
teach them to yearn for the vast and endless sea."
Antoine De Saint-Exupery

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1
Opportunity Assessment and Forecast Accuracy Guide
Executive Abstract
Often, opportunity assessment (or management deal review) is an overly complicated process,
consisting of layers-upon-layers of forms. One of the major drawbacks to this approach is the fact
that sales professionals only complete the forms when they have to, they obtain little to no return
on this effort, and they don’t consistently use the information to inspect and gain insight into their
opportunities. The ValueSelling Associates approach is to analyze opportunities and insure that
pipeline accuracy is in direct correlation to the process the customer follows to make buying
decisions. Our customer will execute and evaluate opportunities through a buying process—with
or without us. Thus, we need to assess our opportunities from the customer’s perspective of what
is important to proceed to invest in our solution and release funds. The Qualified Prospect
Formula
®
identifies and tests four key components to determine if the opportunity is truly qualified
– a VisionMatch that is differentiated, Value, Power, and Plan.
Overview
The Opportunity Review process analyzes four key components of an opportunity to determine
the likelihood that the customer will invest in your solution. If one component is determined to
be lacking or undeveloped (a “zero”), the prospect is considered unqualified until that
component can be validated. The Qualified Prospect Formula
®
shown below illustrates the
qualification process.
QP = VisionMatchD x Value x Power x Plan®
Definitions
□ VisionMatchD: In the prospects words > How our solutions resolve problems linked to a true
Business Issue. We must have unique problems that we solve. This answers the question,
“Should the customer buy?”
Business Issue: What the customer needs to address and resolve to achieve their
business objectives of growing profits – these are issues like decreasing costs, increasing
revenue, time to market, etc.
Problem: The difficulties that prevent the prospect from satisfactorily resolving their
business issues. Usually involves people, process, and/or technology.
Solution: The capabilities that any vendor needs to supply to enable the prospect to
properly address their business issues.
□ Value: The customer’s perception of the impact of being able to resolve their business issues.
This is always a combination of tangible and intangible components. Business Value and Personal
Value. This answers the question, “Will they buy?”
□ Power: The individual(s) within the prospect’s organization that has the ability to say yes and no.
This answers the question, “Can the customer buy?”
□ Plan: The steps necessary to mitigate risk in the mind of the buyer to proceed in the resolution of
their business issue, to be confirmed in writing. This answers the question, “When will they buy?”
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15. YES

16. Víctor Rico
@voritic
https://linkedin.com/in/victorrico