Frank Rimalovski discusses translating customer needs into minimum viable products (MVPs). He emphasizes the importance of testing assumptions about customers and problems through interviews and MVPs rather than assuming knowledge. Developing an MVP helps start the learning process quickly and cheaply to validate ideas before large investments. The goal is to fail early if needed and learn through the process of iteration with customers.
As a startup founder, there are a few key questions you should be asking before you get too far into building your venture that will help you evaluate whether it's worth the investment of your time and resources. Things like: how big of an opportunity is this? Who else is trying to address this opportunity? How will our startup be different from the competition? Learn about how to get the answers to these, and other critical questions that will help you assess the opportunity.
Have an idea for a startup but not sure where to begin? In this second of a two part series, you will learn how to put the customer development methodology into practice. Learn how to test your concepts with users, customers and partners as you search for a repeatable and scaleable business model.
As a startup founder, how do you know if you're doing the right things for your business? How will investors know if you're on the path to building a successful scalable venture? Come learn about what metrics you should be paying attention to as you launch your startup, and what data investors will be looking for when making an investment decision.
Every successful startup needs a concrete strategy for attracting customers efficiently and effectively - if you don't have customers you don't have a business! Come learn about what makes a good customer acquisition strategy and discover which tactics are right for your business.
As a startup founder, there are a few key questions you should be asking before you get too far into building your venture that will help you evaluate whether it's worth the investment of your time and resources. Things like: how big of an opportunity is this? Who else is trying to address this opportunity? How will our startup be different from the competition? Learn about how to get the answers to these, and other critical questions that will help you assess the opportunity.
Have an idea for a startup but not sure where to begin? In this second of a two part series, you will learn how to put the customer development methodology into practice. Learn how to test your concepts with users, customers and partners as you search for a repeatable and scaleable business model.
As a startup founder, how do you know if you're doing the right things for your business? How will investors know if you're on the path to building a successful scalable venture? Come learn about what metrics you should be paying attention to as you launch your startup, and what data investors will be looking for when making an investment decision.
Every successful startup needs a concrete strategy for attracting customers efficiently and effectively - if you don't have customers you don't have a business! Come learn about what makes a good customer acquisition strategy and discover which tactics are right for your business.
Buzzkill - What Matters and What Doesn't in B2B Technology MarketingScott Salkin
Today's marketers LOVE trumpeting their buzzwords. Terms like "automation." "UX design." "Inbound" and/or "content" marketing. "Storytelling." "Nurturing." Or everyone's favorite…"viral." But ask the common marketer about sales, revenue or ROI and, chances are, they won't have much to say.
In this June 2014 presentation for members of the Arizona Technology Council, IDS Technology Marketing CEO Scott Salkin digs into some of the biggest budget-busting marketing buzzword that have been sucking companies dry for far too long. And empower the one thing that truly will truly decide the fate of your business - CUSTOMERS!
If the market for your product or service is taking off, you’re likely experiencing an influx of new entrants. Customers, potential employees and investors—who in the early days didn’t understand your product or were skeptical it would succeed—now tell you that “everyone’s doing that” and want to know “what’s different about you?”
In this presentation, you'll learn how to refine your target market definition and improve your positioning, so you can help your company grow in a crowded market.
Are you looking for investors to help get your business off the ground? Finding investors can be daunting! But have no fear! Investors are looking to fund your business or product. It's not only about the money. Investors become part of your team...
Creative Traction Methodology - For Early Stage StartupsTommaso Di Bartolo
How to build a mindset that gets a new product traction? 99% of all startups are forced to give up because they lack traction. As founders are thrilled and captivated to build a product that could change the world - the majority downright neglects to put equal efforts towards how to differentiate in taking the product to market. The difference between those who make it to get traction and the rest lies in the innovator’s mindset.
How can you create remarkable content experiences and more scalable content processes? Over the last year, Robert Rose has been sharing exclusive insights in a weekly CMI newsletter, Content Strategy for Marketers. These conversations include current concepts that struck him as interesting; new ideas, big and small; near-term and long-range views of our industry; and more. Following are some of the discussion points you might find to be particularly helpful as you navigate the ins and outs of developing, implementing, and executing a successful content strategy. Use them as signposts to keep your efforts on track, or simply to inspire conversations on the role that content strategy should be playing in your own organization.
The Future of Business Online - Pulse of Digital 2020 PresentationDoyle Buehler
What do we need to know about online business for 2021? What impact have we seen as a result of Covid, and what do we need to do differently? What is the future of business? What do you really need to know?
The Benefits Of Innovation Workshops: Co-Creation And Remote CollaborationHarry Alford
Innovation workshops drive companies to develop a compelling point of view, see competitive challenges in a new light, address specific painful problems, and create hooks of synchronicity to stimulate productivity. Over the course of a three-hour session, we facilitate design thinking exercises to connect problems to a solution. This presentation articulates the benefits of participating in an innovation workshop.
Buzzkill - What Matters and What Doesn't in B2B Technology MarketingScott Salkin
Today's marketers LOVE trumpeting their buzzwords. Terms like "automation." "UX design." "Inbound" and/or "content" marketing. "Storytelling." "Nurturing." Or everyone's favorite…"viral." But ask the common marketer about sales, revenue or ROI and, chances are, they won't have much to say.
In this June 2014 presentation for members of the Arizona Technology Council, IDS Technology Marketing CEO Scott Salkin digs into some of the biggest budget-busting marketing buzzword that have been sucking companies dry for far too long. And empower the one thing that truly will truly decide the fate of your business - CUSTOMERS!
If the market for your product or service is taking off, you’re likely experiencing an influx of new entrants. Customers, potential employees and investors—who in the early days didn’t understand your product or were skeptical it would succeed—now tell you that “everyone’s doing that” and want to know “what’s different about you?”
In this presentation, you'll learn how to refine your target market definition and improve your positioning, so you can help your company grow in a crowded market.
Are you looking for investors to help get your business off the ground? Finding investors can be daunting! But have no fear! Investors are looking to fund your business or product. It's not only about the money. Investors become part of your team...
Creative Traction Methodology - For Early Stage StartupsTommaso Di Bartolo
How to build a mindset that gets a new product traction? 99% of all startups are forced to give up because they lack traction. As founders are thrilled and captivated to build a product that could change the world - the majority downright neglects to put equal efforts towards how to differentiate in taking the product to market. The difference between those who make it to get traction and the rest lies in the innovator’s mindset.
How can you create remarkable content experiences and more scalable content processes? Over the last year, Robert Rose has been sharing exclusive insights in a weekly CMI newsletter, Content Strategy for Marketers. These conversations include current concepts that struck him as interesting; new ideas, big and small; near-term and long-range views of our industry; and more. Following are some of the discussion points you might find to be particularly helpful as you navigate the ins and outs of developing, implementing, and executing a successful content strategy. Use them as signposts to keep your efforts on track, or simply to inspire conversations on the role that content strategy should be playing in your own organization.
The Future of Business Online - Pulse of Digital 2020 PresentationDoyle Buehler
What do we need to know about online business for 2021? What impact have we seen as a result of Covid, and what do we need to do differently? What is the future of business? What do you really need to know?
The Benefits Of Innovation Workshops: Co-Creation And Remote CollaborationHarry Alford
Innovation workshops drive companies to develop a compelling point of view, see competitive challenges in a new light, address specific painful problems, and create hooks of synchronicity to stimulate productivity. Over the course of a three-hour session, we facilitate design thinking exercises to connect problems to a solution. This presentation articulates the benefits of participating in an innovation workshop.
Slides from my talk to MBA students from Central European University (CEU, Hungary) about how we spur and support startups and entrepreneurship across NYU.
Θοδωρής Μουλός, President at GrowthRocks (http://growthrocks.com/ ) & COO at Pinnatta / Σάββας Ζορτίκης, VP Product & Growth at GrowthRocks - GrowthRocks: The Startup for Startups
H GrowthRocks είναι ένα growth hacking marketing agency, το οποίο βοηθά startups αλλά και μεγάλες επιχειρήσεις να αναπτυχθούν ραγδαία. Η GrowthRocks επικεντρώνεται σε data-driven αποφάσεις και ενέργειες, σχετικά με το προϊόν και το marketing, οι οποίες έχουν το μέγιστο θετικό αποτέλεσμα στους στόχους της επιχείρησης (user acquisition, retention, conversion optimization, virality, increase sales, κλπ.). Αυτό επιτυγχάνεται μέσω συμβουλευτικών υπηρεσιών, ανάπτυξη εξειδικευμένων προϊόντων, αλλά και σεμιναρίων.
Social Networking 201:Engaging Learners and Professional Networking with Tw...Nicholas Kman, MD, FACEP
Presentation from the Generalists in Medial Education with Larry Hurtubise (@hur2buzy) Kristina Dzara (@KristinaDzara)
Elissa Hall (@erhall1) Nicholas Kman (@DrNickKman) and Justin Kreuter (@kreutermd)
When it comes to web design most people assumes it just the colors, pictures and text, though they’re the basics, those alone don’t make a good design.
Therefore, with the numerous designs out there, how do you tell a good design from a bad one? Open your eyes wider and be keener with these 5 qualities when you look at different designs.
1. Usability
2.Visuals
3. Clarity
4. Trust
5. Search Engine Optimized
Telling Your Breakthrough Brand Story On Social Media For EntrepreneursDoyle Buehler
Telling Your Breakthrough Brand Story On Social Media For Entrepreneurs. Breakthrough Brand Social Media is about building your brand story of what is really important about social media, and what can simply cause more confusion, and should be avoided at all costs. If you want clarity about how to manage social media, or where to get the most traction, then this session will give you that kickstart into defining how exactly to use it. You'll find out how to integrate your brand properly - and how to focus on what is really important for your audience.
We will breakdown the core strategies, and give you the tools to align your digital marketing with your core messages, as well as show you how to deliver your core value, and most importantly, how to unleash your remarkable brand value online through brandcasting.
Whether you have a "personal" brand, or more of a business brand, you'll find out how to effectively deal with developing a profile for you and a persona for your audience that stands out and gets you noticed. There is a lot to know about the 'how' of social media, which can often times feel overwhelming; we can often times get bogged down in this. However, in this session you will discover the 'why' of social media for you and your business, which will help bring clarity to the 'how'.
We will breakdown the core strategies of social media, and give you the tools to align your social media with your core brand messages, as well as show you how to deliver your core value, and most importantly, how to unleash your remarkable brand value online through social media.
Three Key Takeaways:
Social media can be messy. Define how to integrate your branding across all your profiles. What profiles do I use? How do you create focus for yourself and your core audience?
Social media is BIG - Learn which channels are most important for your business. What channels should I start with?
What channels should I use regularly? Which ones are best for my business?
Social media is confusing. What exact steps & action should you take to get more traction with what you do, everyday?
Did you know LEVEL OF SERVICE is ruining your life?Andy Boenau
Level of Service (LOS) is the primary way transportation planners and engineers decide whether or not an intersection is functioning properly.
It's a measurement of vehicle throughput -- speed and volume. Free-flow, speedy traffic yields LOS A. Calm traffic at smaller intersections yields LOS F.
This is how American infrastructure is planned and designed...and it's miserable.
My talk about customer discovery and understanding customer needs from the 2015 Lean Startup Conference in San Francisco, CA. Based on the book, Talking to Humans, by Giff Constable & Frank Rimalovski. More at http://talkingtohumans.com.
Have an idea for a startup but not sure where to begin? This presentation will provide guidance about how to turn that idea into a viable business. Learn a step-by-step methodology that will help you get beyond the idea phase and on the path to a successful startup venture.
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.
This lecture discusses how to build and deliver an effective pitch to help you find financing for your entrepreneurial venture or to sell your product to customers.
VicHealth Physical Activity Innovation Challenge Concept Development Workshop...Doing Something Good
Our slides from the Concept Development Workshop with VicHealth Wed 10 September 2014. Participants, 12 teams, were finalists in the Physical Activity Innovation Challenge. They included representatives from sporting clubs and associations, health and fitness professionals, policy makers, entrepreneurs and change makers. The Concept Development Workshop was the third of a three-part workshop series to build capability in the sector to generate and implement innovative ideas to get Victorians active, and to help applicants for the VicHealth Innovation Challenge to develop their ideas to get the inactive active and reach the hard to reach. Participants were led through the development of a Business Model Canvas for their concept. Learn more about the VicHealth Innovation Challenge here: http://challenge.vichealth.vic.gov.au/
Entrepreneurial Selling is a new sales methodology aimed at helping sales people and entrepreneurs to identify and develop new business opportunities together with their customers. The methodology is based on a 10 year long research program on the future of sales.
A full text introduction to product creation, prepared as a speech #IDCEE2014. Can be used as questionnaire to take most important decisions on MVP and later on product creation and development.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
From the very start of development, your business model should be at the centre of your attention, because everything – product design, team composition, PR and marketing – ties in and is determined by the business model you choose. Step by step presentation of the Business Model Canvas. Introducing a tool to digital developers build their business model.
These are the slides used in the 150 Startups kick-off workshop held at Bow Valley College May 12th to 14th that was facilitated by Evan Hu & Craig Elias
Class syllabus for 5-Day Lean Launchpad class with Steve Blank.
This course provides real world, hands-on learning on what it’s like to actually start a high-tech company. This class is not about how to write a business plan. It’s not an exercise on how smart you are in a classroom, or how well you use the research library to size markets. And the end result is not a PowerPoint slide deck for a VC presentation.
This is a practical class – essentially a lab, not a theory or “book” class. Our goal, within the constraints of a classroom and a limited amount of time, is to create an entrepreneurial experience for you with all of the pressures and demands of the real world in an early stage start up.
You will be getting your hands dirty talking to customers, partners, competitors, as you encounter the chaos and uncertainty of how a startup actually works. You’ll work in teams learning how to turn a great idea into a great company. You’ll learn how to use a business model to brainstorm each part of a company and customer development to get out of the classroom to see whether anyone other than you would want/use your product. Finally, based on the customer and market feedback you gathered, you would use agile development to rapidly iterate your product to build something customers would actually use and buy. Each day will be a new adventure outside the classroom as you test each part of your business model and then share the hard earned knowledge with the rest of the class.
Flu Vaccine Alert in Bangalore Karnatakaaddon Scans
As flu season approaches, health officials in Bangalore, Karnataka, are urging residents to get their flu vaccinations. The seasonal flu, while common, can lead to severe health complications, particularly for vulnerable populations such as young children, the elderly, and those with underlying health conditions.
Dr. Vidisha Kumari, a leading epidemiologist in Bangalore, emphasizes the importance of getting vaccinated. "The flu vaccine is our best defense against the influenza virus. It not only protects individuals but also helps prevent the spread of the virus in our communities," he says.
This year, the flu season is expected to coincide with a potential increase in other respiratory illnesses. The Karnataka Health Department has launched an awareness campaign highlighting the significance of flu vaccinations. They have set up multiple vaccination centers across Bangalore, making it convenient for residents to receive their shots.
To encourage widespread vaccination, the government is also collaborating with local schools, workplaces, and community centers to facilitate vaccination drives. Special attention is being given to ensuring that the vaccine is accessible to all, including marginalized communities who may have limited access to healthcare.
Residents are reminded that the flu vaccine is safe and effective. Common side effects are mild and may include soreness at the injection site, mild fever, or muscle aches. These side effects are generally short-lived and far less severe than the flu itself.
Healthcare providers are also stressing the importance of continuing COVID-19 precautions. Wearing masks, practicing good hand hygiene, and maintaining social distancing are still crucial, especially in crowded places.
Protect yourself and your loved ones by getting vaccinated. Together, we can help keep Bangalore healthy and safe this flu season. For more information on vaccination centers and schedules, residents can visit the Karnataka Health Department’s official website or follow their social media pages.
Stay informed, stay safe, and get your flu shot today!
- Video recording of this lecture in English language: https://youtu.be/lK81BzxMqdo
- Video recording of this lecture in Arabic language: https://youtu.be/Ve4P0COk9OI
- Link to download the book free: https://nephrotube.blogspot.com/p/nephrotube-nephrology-books.html
- Link to NephroTube website: www.NephroTube.com
- Link to NephroTube social media accounts: https://nephrotube.blogspot.com/p/join-nephrotube-on-social-media.html
These lecture slides, by Dr Sidra Arshad, offer a quick overview of physiological basis of a normal electrocardiogram.
Learning objectives:
1. Define an electrocardiogram (ECG) and electrocardiography
2. Describe how dipoles generated by the heart produce the waveforms of the ECG
3. Describe the components of a normal electrocardiogram of a typical bipolar leads (limb II)
4. Differentiate between intervals and segments
5. Enlist some common indications for obtaining an ECG
Study Resources:
1. Chapter 11, Guyton and Hall Textbook of Medical Physiology, 14th edition
2. Chapter 9, Human Physiology - From Cells to Systems, Lauralee Sherwood, 9th edition
3. Chapter 29, Ganong’s Review of Medical Physiology, 26th edition
4. Electrocardiogram, StatPearls - https://www.ncbi.nlm.nih.gov/books/NBK549803/
5. ECG in Medical Practice by ABM Abdullah, 4th edition
6. ECG Basics, http://www.nataliescasebook.com/tag/e-c-g-basics
The prostate is an exocrine gland of the male mammalian reproductive system
It is a walnut-sized gland that forms part of the male reproductive system and is located in front of the rectum and just below the urinary bladder
Function is to store and secrete a clear, slightly alkaline fluid that constitutes 10-30% of the volume of the seminal fluid that along with the spermatozoa, constitutes semen
A healthy human prostate measures (4cm-vertical, by 3cm-horizontal, 2cm ant-post ).
It surrounds the urethra just below the urinary bladder. It has anterior, median, posterior and two lateral lobes
It’s work is regulated by androgens which are responsible for male sex characteristics
Generalised disease of the prostate due to hormonal derangement which leads to non malignant enlargement of the gland (increase in the number of epithelial cells and stromal tissue)to cause compression of the urethra leading to symptoms (LUTS
Report Back from SGO 2024: What’s the Latest in Cervical Cancer?bkling
Are you curious about what’s new in cervical cancer research or unsure what the findings mean? Join Dr. Emily Ko, a gynecologic oncologist at Penn Medicine, to learn about the latest updates from the Society of Gynecologic Oncology (SGO) 2024 Annual Meeting on Women’s Cancer. Dr. Ko will discuss what the research presented at the conference means for you and answer your questions about the new developments.
Knee anatomy and clinical tests 2024.pdfvimalpl1234
This includes all relevant anatomy and clinical tests compiled from standard textbooks, Campbell,netter etc..It is comprehensive and best suited for orthopaedicians and orthopaedic residents.
263778731218 Abortion Clinic /Pills In Harare ,sisternakatoto
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Title: Sense of Smell
Presenter: Dr. Faiza, Assistant Professor of Physiology
Qualifications:
MBBS (Best Graduate, AIMC Lahore)
FCPS Physiology
ICMT, CHPE, DHPE (STMU)
MPH (GC University, Faisalabad)
MBA (Virtual University of Pakistan)
Learning Objectives:
Describe the primary categories of smells and the concept of odor blindness.
Explain the structure and location of the olfactory membrane and mucosa, including the types and roles of cells involved in olfaction.
Describe the pathway and mechanisms of olfactory signal transmission from the olfactory receptors to the brain.
Illustrate the biochemical cascade triggered by odorant binding to olfactory receptors, including the role of G-proteins and second messengers in generating an action potential.
Identify different types of olfactory disorders such as anosmia, hyposmia, hyperosmia, and dysosmia, including their potential causes.
Key Topics:
Olfactory Genes:
3% of the human genome accounts for olfactory genes.
400 genes for odorant receptors.
Olfactory Membrane:
Located in the superior part of the nasal cavity.
Medially: Folds downward along the superior septum.
Laterally: Folds over the superior turbinate and upper surface of the middle turbinate.
Total surface area: 5-10 square centimeters.
Olfactory Mucosa:
Olfactory Cells: Bipolar nerve cells derived from the CNS (100 million), with 4-25 olfactory cilia per cell.
Sustentacular Cells: Produce mucus and maintain ionic and molecular environment.
Basal Cells: Replace worn-out olfactory cells with an average lifespan of 1-2 months.
Bowman’s Gland: Secretes mucus.
Stimulation of Olfactory Cells:
Odorant dissolves in mucus and attaches to receptors on olfactory cilia.
Involves a cascade effect through G-proteins and second messengers, leading to depolarization and action potential generation in the olfactory nerve.
Quality of a Good Odorant:
Small (3-20 Carbon atoms), volatile, water-soluble, and lipid-soluble.
Facilitated by odorant-binding proteins in mucus.
Membrane Potential and Action Potential:
Resting membrane potential: -55mV.
Action potential frequency in the olfactory nerve increases with odorant strength.
Adaptation Towards the Sense of Smell:
Rapid adaptation within the first second, with further slow adaptation.
Psychological adaptation greater than receptor adaptation, involving feedback inhibition from the central nervous system.
Primary Sensations of Smell:
Camphoraceous, Musky, Floral, Pepperminty, Ethereal, Pungent, Putrid.
Odor Detection Threshold:
Examples: Hydrogen sulfide (0.0005 ppm), Methyl-mercaptan (0.002 ppm).
Some toxic substances are odorless at lethal concentrations.
Characteristics of Smell:
Odor blindness for single substances due to lack of appropriate receptor protein.
Behavioral and emotional influences of smell.
Transmission of Olfactory Signals:
From olfactory cells to glomeruli in the olfactory bulb, involving lateral inhibition.
Primitive, less old, and new olfactory systems with different path
NVBDCP.pptx Nation vector borne disease control programSapna Thakur
NVBDCP was launched in 2003-2004 . Vector-Borne Disease: Disease that results from an infection transmitted to humans and other animals by blood-feeding arthropods, such as mosquitoes, ticks, and fleas. Examples of vector-borne diseases include Dengue fever, West Nile Virus, Lyme disease, and malaria.
TEST BANK for Operations Management, 14th Edition by William J. Stevenson, Ve...kevinkariuki227
TEST BANK for Operations Management, 14th Edition by William J. Stevenson, Verified Chapters 1 - 19, Complete Newest Version.pdf
TEST BANK for Operations Management, 14th Edition by William J. Stevenson, Verified Chapters 1 - 19, Complete Newest Version.pdf
Recomendações da OMS sobre cuidados maternos e neonatais para uma experiência pós-natal positiva.
Em consonância com os ODS – Objetivos do Desenvolvimento Sustentável e a Estratégia Global para a Saúde das Mulheres, Crianças e Adolescentes, e aplicando uma abordagem baseada nos direitos humanos, os esforços de cuidados pós-natais devem expandir-se para além da cobertura e da simples sobrevivência, de modo a incluir cuidados de qualidade.
Estas diretrizes visam melhorar a qualidade dos cuidados pós-natais essenciais e de rotina prestados às mulheres e aos recém-nascidos, com o objetivo final de melhorar a saúde e o bem-estar materno e neonatal.
Uma “experiência pós-natal positiva” é um resultado importante para todas as mulheres que dão à luz e para os seus recém-nascidos, estabelecendo as bases para a melhoria da saúde e do bem-estar a curto e longo prazo. Uma experiência pós-natal positiva é definida como aquela em que as mulheres, pessoas que gestam, os recém-nascidos, os casais, os pais, os cuidadores e as famílias recebem informação consistente, garantia e apoio de profissionais de saúde motivados; e onde um sistema de saúde flexível e com recursos reconheça as necessidades das mulheres e dos bebês e respeite o seu contexto cultural.
Estas diretrizes consolidadas apresentam algumas recomendações novas e já bem fundamentadas sobre cuidados pós-natais de rotina para mulheres e neonatos que recebem cuidados no pós-parto em unidades de saúde ou na comunidade, independentemente dos recursos disponíveis.
É fornecido um conjunto abrangente de recomendações para cuidados durante o período puerperal, com ênfase nos cuidados essenciais que todas as mulheres e recém-nascidos devem receber, e com a devida atenção à qualidade dos cuidados; isto é, a entrega e a experiência do cuidado recebido. Estas diretrizes atualizam e ampliam as recomendações da OMS de 2014 sobre cuidados pós-natais da mãe e do recém-nascido e complementam as atuais diretrizes da OMS sobre a gestão de complicações pós-natais.
O estabelecimento da amamentação e o manejo das principais intercorrências é contemplada.
Recomendamos muito.
Vamos discutir essas recomendações no nosso curso de pós-graduação em Aleitamento no Instituto Ciclos.
Esta publicação só está disponível em inglês até o momento.
Prof. Marcus Renato de Carvalho
www.agostodourado.com
4. @NYUEntrepreneurThe “valley of death”
Basic &
Applied
Research
Scientific
Discovery/
Invention/
IP Creation
Customer
Discovery &
Prototype
Dev
Business
Model &
Team
Formation
Venture
Formation
& Growth
• Customer/market discovery
• Engineering/prototypes
• Mentors & advisors
• Collaborative spaces
• Business leadership
• Legal counsel
• Capital
Commercialization Reality
5. @NYUEntrepreneur
(At least) Three Parts to
Building a Successful Startups
1. Advancing the product/technology
2. Beginning to build a team
3. Finding a repeatable business model
u Most focus on #1 and/or #2
u Successful efforts require all three
5
6. @NYUEntrepreneur
It’s Bigger Than the Revenue Model
u Testing hypotheses makes substantive changes to
biz model before you do science/design
o Define clinical utility
o Who core & tertiary users/buyers/payers are
o Sales & marketing process required for initial
revenues and downstream commercialization
o Data required for future partnerships/collaborations
o Intellectual property risks
o Regulatory pathways
o Reimbursement strategies
u Affects your biological & clinical hypotheses
6
9. @NYUEntrepreneur
The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
What are the most important costs inherent in our business model?
Which Key Resources are most expensive?
Which Key Activities are most expensive?
is your business more
Cost Driven (leanest cost structure, low price value proposition, maximum automation, extensive outsourcing)
Value Driven (focused on value creation, premium value proposition)
sample characteristics
Fixed Costs (salaries, rents, utilities)
Variable costs
Economies of scale
Economies of scope
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?
channel phases
1. Awareness
How do we raise awareness about our company’s products and services?
2. Evaluation
How do we help customers evaluate our organization’s Value Proposition?
3. Purchase
How do we allow customers to purchase specific products and services?
4. Delivery
How do we deliver a Value Proposition to customers?
5. After sales
How do we provide post-purchase customer support?
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?
For whom are we creating value?
Who are our most important customers?
Mass Market
Niche Market
Segmented
Diversified
Multi-sided Platform
What type of relationship does each of our Customer
Segments expect us to establish and maintain with them?
Which ones have we established?
How are they integrated with the rest of our business model?
How costly are they?
examples
Personal assistance
Dedicated Personal Assistance
Self-Service
Automated Services
Communities
Co-creation
What Key Activities do our Value Propositions require?
Our Distribution Channels?
Customer Relationships?
Revenue streams?
categories
Production
Problem Solving
Platform/Network
What Key Resources do our Value Propositions require?
Our Distribution Channels? Customer Relationships?
Revenue Streams?
types of resources
Physical
Intellectual (brand patents, copyrights, data)
Human
Financial
Who are our Key Partners?
Who are our key suppliers?
Which Key Resources are we acquiring from partners?
Which Key Activities do partners perform?
motivations for partnerships
Optimization and economy
Reduction of risk and uncertainty
Acquisition of particular resources and activities
What value do we deliver to the customer?
Which one of our customer’s problems are we helping to solve?
What bundles of products and services are we
offering to each Customer Segment?
Which customer needs are we satisfying?
characteristics
Newness
Performance
Customization
“Getting the Job Done”
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
types
Asset sale
Usage fee
Subscription Fees
Lending/Renting/Leasing
Licensing
Brokerage fees
Advertising
fixed pricing
List Price
Product feature dependent
Customer segment
dependent
Volume dependent
dynamic pricing
Negotiation (bargaining)
Yield Management
Real-time-Market
The Business Model Canvas
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
Hypothesis
11. @NYUEntrepreneur
Customer Development
Test assumptions
about customer
needs/problem
& develop MVPs
Seek validation
that people are
interested in
your product/
solution
Begins to build
demand &
improve
efficiency of
customer
acquisition
Drive growth
aggressively
& execute
business model
12. @NYUEntrepreneur
Customer Discovery
u Apply the scientific method to
business model development
Modify
hypothesis
Observe
phenomena
Formulate
hypothesis
Test
hypothesis
via rigorous
experiments
Establish
theory
based on
repeated
validation of
results
PIVOT!
You are here
16. @NYUEntrepreneur
Key Questions for Value Prop
u Problem Statement: What is the problem?
u Technology / Market Insight: Why is the
problem so hard to solve?
u Product: How do you solve it today?
u Competition: Who is delivering that solution?
u Clinical utility: What level of improvement
in efficacy/safety/cost/etc. is needed?
u Market Size: How big is this problem?
19. @NYUEntrepreneur
Define Customer Archetype
u Who are they?
o Position / title / age / sex / role
u How/where do they buy?
o Discretionary budget (name of
budget and amount)
u What matters to them?
o What motivates them?
u Who influences them?
o What do they read/who do they
listen to?
23. @NYUEntrepreneur
So where does my
technology come in?
Customers don’t care about technology
They are trying to solve a problem
Customer discovery is about identifying that
problem & exploring how you could solve it
29. @NYUEntrepreneur
Talk to Humans!
u GOTB: The #1
lesson of this talk
u In person is best
u You must gain
insight into your
customer & market
u You are doing pattern recognition…
Must have sufficient data points to see
2B. Story
30. @NYUEntrepreneur
Meet People You Don’t Know
u People you know will be nice and tell
you what you want to hear
u Those interviews are possibly harmful
u Let other teams use people you know
u People you don’t know have no
relationship to protect…Only they will
tell you the truth
33. @NYUEntrepreneur
What do you want to learn?
33
The Business Model Canvas
Revenue Streams
Channels
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Key Resources
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
designed by: Strategyzer AG
The makers of Business Model Generation and Strategyzer
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:
http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
strategyzer.com
What are the most important costs inherent in our business model?
Which Key Resources are most expensive?
Which Key Activities are most expensive?
is your business more
Cost Driven (leanest cost structure, low price value proposition, maximum automation, extensive outsourcing)
Value Driven (focused on value creation, premium value proposition)
sample characteristics
Fixed Costs (salaries, rents, utilities)
Variable costs
Economies of scale
Economies of scope
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?
channel phases
1. Awareness
How do we raise awareness about our company’s products and services?
2. Evaluation
How do we help customers evaluate our organization’s Value Proposition?
3. Purchase
How do we allow customers to purchase specific products and services?
4. Delivery
How do we deliver a Value Proposition to customers?
5. After sales
How do we provide post-purchase customer support?
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?
For whom are we creating value?
Who are our most important customers?
Mass Market
Niche Market
Segmented
Diversified
Multi-sided Platform
What type of relationship does each of our Customer
Segments expect us to establish and maintain with them?
Which ones have we established?
How are they integrated with the rest of our business model?
How costly are they?
examples
Personal assistance
Dedicated Personal Assistance
Self-Service
Automated Services
Communities
Co-creation
What Key Activities do our Value Propositions require?
Our Distribution Channels?
Customer Relationships?
Revenue streams?
categories
Production
Problem Solving
Platform/Network
What Key Resources do our Value Propositions require?
Our Distribution Channels? Customer Relationships?
Revenue Streams?
types of resources
Physical
Intellectual (brand patents, copyrights, data)
Human
Financial
Who are our Key Partners?
Who are our key suppliers?
Which Key Resources are we acquiring from partners?
Which Key Activities do partners perform?
motivations for partnerships
Optimization and economy
Reduction of risk and uncertainty
Acquisition of particular resources and activities
What value do we deliver to the customer?
Which one of our customer’s problems are we helping to solve?
What bundles of products and services are we
offering to each Customer Segment?
Which customer needs are we satisfying?
characteristics
Newness
Performance
Customization
“Getting the Job Done”
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
types
Asset sale
Usage fee
Subscription Fees
Lending/Renting/Leasing
Licensing
Brokerage fees
Advertising
fixed pricing
List Price
Product feature dependent
Customer segment
dependent
Volume dependent
dynamic pricing
Negotiation (bargaining)
Yield Management
Real-time-Market
35. @NYUEntrepreneur
What do you want to learn?
u Do not sell! No demos! No presos!
u You are there to learn!
u Get stories, not speculation
u Ask open-ended questions
o Learn about their problems and how they
solve them today
u Ask why? Then why? They why again!
u Create a guide (not a script)
35
36. @NYUEntrepreneur
Ensuring an Effective Interview
u Beware of confirmation bias
u Get subjects to tell a story
u Look for solution hacks
u Understand their priorities
u Follow your nose & drill down
u Listen and STFU!
u Have someone take notes
36
37. @NYUEntrepreneur
Gaining Insight
u Facts are interesting…Insights are your goal
u Don’t just scratch the surface, dive deep
u Find the hidden motivations
u Ask why? And why? Then why again?
u Depth of understanding always leads to
insight
45. @NYUEntrepreneur
Why create an MVP?
u Answer questions & generate new ones
u Validate your assumptions
u Compare alternatives
u Fail early & cheaply
u Visualize your ideas & share with others
o Team
o Customers
o Investors
45