SlideShare a Scribd company logo
The University of Sydney Page 1
SIEN6006
Entrepreneurship
Week 9
Sergio Pinzon
Page 2
The University of Sydney
– Last week exercise
– Discussion questions
– Value proposition review
– Exercise
Agenda
Page 3
The University of Sydney
1. - How can a company effectively communicate its value proposition to its customers
and address customer needs?
2. - In what ways can a value proposition be used to differentiate a company from its
competitors?
3. - How can a company identify and leverage customer gains to create a compelling
value proposition?
4. - What are some common customer pains that companies should be aware of when
developing their value proposition?
Discussion questions
Page 4
The University of Sydney
Value Proposition Canvas
Page 5
The University of Sydney
Jobs to be done
FUNCTIONAL
JOBS
SOCIAL JOBS EMOTIONAL
JOBS
SUPPORTING
JOBS
Page 6
The University of Sydney
Job to be done context
The context may impose certain constraints or
limitations.
– Going to the movies
Page 7
The University of Sydney
Customer Pain examples
Functional pains
Emotional or social pains
Financial pains or Obstacles
Negative consequences (Risks)
Page 8
The University of Sydney
Customer Gains
Required gains
Expected gains
Desired gains
Unexpected gains
Page 9
The University of Sydney
Products and services
PHYSICAL/TANGIBLE INTANGIBLE DIGITAL FINANCIAL
Page 10
The University of Sydney
Gain creator and Pain relievers
Gain creators
How the product / service offers the client added value.
E.G:
• Creates savings
• Produces results
• Makes life easier
Pain relievers
How the product / service relieves client pains
E.G:
• Produces savings
• Performance solutions
• Makes the client feel better
Page 11
The University of Sydney
Page 12
The University of Sydney
‘Fit’ between both sides
Page 13
The University of Sydney
Value proposition for Tesla
The University of Sydney Page 14
Page 15
The University of Sydney
The University of Sydney Page 16
The University of Sydney Page 17
Exercise
As a group, please consider the product or service created by
your entrepreneur or organization for Assignment #2.
Alternatively, you can choose a medical entrepreneurship
opportunity, such as a medical device or technology, or new
drugs or other medical treatments. Then, utilize the Value
Proposition Canvas to either:
a) Improve the product or service,
b) Create a new one that addresses the clients' Jobs-to-be-
done.
The University of Sydney Page 18
Week 10 – Social and Cultural Entrepreneurship
• We will:
• Understand the basic principles of social and cultural
entrepreneurship
• Compare a more traditional 'commercial' approach to
entrepreneurship with social entrepreneurship
• Review: Canvas content; required readings
• Lecture: Guest speaker details to be announced on Canvas
• Reflection and preparation for our next Workshop: Detailed on Canvas

More Related Content

Similar to Value Proposition canvas- Customer needs and pains

Bmc global info slides, 2019
Bmc global info slides, 2019Bmc global info slides, 2019
Bmc global info slides, 2019
Japan Business Model Competition
 
Finding new customers and increasing sales.ppt
Finding new customers and increasing sales.pptFinding new customers and increasing sales.ppt
Finding new customers and increasing sales.ppt
elliecharlotte926
 
V2 full brochure 11.2013
V2 full brochure 11.2013V2 full brochure 11.2013
V2 full brochure 11.2013
CIDA
 
One Africa Network Webinar: Design Thinking and Innovation - Staying Ahead o...
One Africa Network Webinar: Design Thinking and Innovation -  Staying Ahead o...One Africa Network Webinar: Design Thinking and Innovation -  Staying Ahead o...
One Africa Network Webinar: Design Thinking and Innovation - Staying Ahead o...
SSCG Consulting
 
Lessons-from-Lean-Startups-for-Existing-Businesses-2015
Lessons-from-Lean-Startups-for-Existing-Businesses-2015Lessons-from-Lean-Startups-for-Existing-Businesses-2015
Lessons-from-Lean-Startups-for-Existing-Businesses-2015
Christine Thompson
 
Copy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdf
Copy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdfCopy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdf
Copy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdf
AntonetteDublin1
 
SDP iGCDP Indonesia#2 Product Understanding & Product Packaging
SDP iGCDP Indonesia#2 Product Understanding & Product PackagingSDP iGCDP Indonesia#2 Product Understanding & Product Packaging
SDP iGCDP Indonesia#2 Product Understanding & Product Packaging
Anastasiia Isakii
 
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
ValueSelling Associates, Inc.
 
LCR and Cheshire and Merseyside Health MATTERS networking event
LCR and Cheshire and Merseyside Health MATTERS networking eventLCR and Cheshire and Merseyside Health MATTERS networking event
LCR and Cheshire and Merseyside Health MATTERS networking event
Innovation Agency
 
Teaching entrepreneurship
Teaching entrepreneurshipTeaching entrepreneurship
Teaching entrepreneurship
NAFCareerAcads
 
Luca Berchicci_Entrepreneurship Innovation & Industrial Design
Luca Berchicci_Entrepreneurship Innovation & Industrial DesignLuca Berchicci_Entrepreneurship Innovation & Industrial Design
Luca Berchicci_Entrepreneurship Innovation & Industrial Design
Carlo Vezzoli
 
India Presentation
India PresentationIndia Presentation
India Presentation
johnbromley
 
India Presentation 1
India Presentation 1India Presentation 1
India Presentation 1
johnbromley
 
Growing consultancy business of universities/ Heidi Kinnunen
Growing consultancy business of universities/ Heidi KinnunenGrowing consultancy business of universities/ Heidi Kinnunen
Growing consultancy business of universities/ Heidi Kinnunen
Heidi Kinnunen
 
Communicating your business idea...
Communicating your business idea...Communicating your business idea...
Communicating your business idea...
Director - Southern Business Growth Network CIC
 
Innovation for every business
Innovation for every businessInnovation for every business
Innovation for every business
BDC
 
Understanding business learning activities by Idea Buyer
Understanding business learning activities by Idea BuyerUnderstanding business learning activities by Idea Buyer
Understanding business learning activities by Idea Buyer
Idea Buyer
 
zero investment business from home.pdf
zero investment business from home.pdfzero investment business from home.pdf
zero investment business from home.pdf
SmartSkill97
 
Recognizing Opportunity.ppt
Recognizing Opportunity.pptRecognizing Opportunity.ppt
Recognizing Opportunity.ppt
annarosegarcia1
 
Recognizing Opportunity.ppt
Recognizing Opportunity.pptRecognizing Opportunity.ppt
Recognizing Opportunity.ppt
Maynard Caspillo
 

Similar to Value Proposition canvas- Customer needs and pains (20)

Bmc global info slides, 2019
Bmc global info slides, 2019Bmc global info slides, 2019
Bmc global info slides, 2019
 
Finding new customers and increasing sales.ppt
Finding new customers and increasing sales.pptFinding new customers and increasing sales.ppt
Finding new customers and increasing sales.ppt
 
V2 full brochure 11.2013
V2 full brochure 11.2013V2 full brochure 11.2013
V2 full brochure 11.2013
 
One Africa Network Webinar: Design Thinking and Innovation - Staying Ahead o...
One Africa Network Webinar: Design Thinking and Innovation -  Staying Ahead o...One Africa Network Webinar: Design Thinking and Innovation -  Staying Ahead o...
One Africa Network Webinar: Design Thinking and Innovation - Staying Ahead o...
 
Lessons-from-Lean-Startups-for-Existing-Businesses-2015
Lessons-from-Lean-Startups-for-Existing-Businesses-2015Lessons-from-Lean-Startups-for-Existing-Businesses-2015
Lessons-from-Lean-Startups-for-Existing-Businesses-2015
 
Copy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdf
Copy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdfCopy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdf
Copy-of-SZNVC-Workshop-4_-How-to-Write-a-Winning-Concept-Paper.pptx.pdf
 
SDP iGCDP Indonesia#2 Product Understanding & Product Packaging
SDP iGCDP Indonesia#2 Product Understanding & Product PackagingSDP iGCDP Indonesia#2 Product Understanding & Product Packaging
SDP iGCDP Indonesia#2 Product Understanding & Product Packaging
 
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
 
LCR and Cheshire and Merseyside Health MATTERS networking event
LCR and Cheshire and Merseyside Health MATTERS networking eventLCR and Cheshire and Merseyside Health MATTERS networking event
LCR and Cheshire and Merseyside Health MATTERS networking event
 
Teaching entrepreneurship
Teaching entrepreneurshipTeaching entrepreneurship
Teaching entrepreneurship
 
Luca Berchicci_Entrepreneurship Innovation & Industrial Design
Luca Berchicci_Entrepreneurship Innovation & Industrial DesignLuca Berchicci_Entrepreneurship Innovation & Industrial Design
Luca Berchicci_Entrepreneurship Innovation & Industrial Design
 
India Presentation
India PresentationIndia Presentation
India Presentation
 
India Presentation 1
India Presentation 1India Presentation 1
India Presentation 1
 
Growing consultancy business of universities/ Heidi Kinnunen
Growing consultancy business of universities/ Heidi KinnunenGrowing consultancy business of universities/ Heidi Kinnunen
Growing consultancy business of universities/ Heidi Kinnunen
 
Communicating your business idea...
Communicating your business idea...Communicating your business idea...
Communicating your business idea...
 
Innovation for every business
Innovation for every businessInnovation for every business
Innovation for every business
 
Understanding business learning activities by Idea Buyer
Understanding business learning activities by Idea BuyerUnderstanding business learning activities by Idea Buyer
Understanding business learning activities by Idea Buyer
 
zero investment business from home.pdf
zero investment business from home.pdfzero investment business from home.pdf
zero investment business from home.pdf
 
Recognizing Opportunity.ppt
Recognizing Opportunity.pptRecognizing Opportunity.ppt
Recognizing Opportunity.ppt
 
Recognizing Opportunity.ppt
Recognizing Opportunity.pptRecognizing Opportunity.ppt
Recognizing Opportunity.ppt
 

More from P&CO

Entrepreneurial ecosystem- Wider context
Entrepreneurial ecosystem- Wider contextEntrepreneurial ecosystem- Wider context
Entrepreneurial ecosystem- Wider context
P&CO
 
The Importance of entrepreneurial storytelling
The Importance of entrepreneurial storytellingThe Importance of entrepreneurial storytelling
The Importance of entrepreneurial storytelling
P&CO
 
Entrepreneurship and individuals workshop
Entrepreneurship and individuals workshopEntrepreneurship and individuals workshop
Entrepreneurship and individuals workshop
P&CO
 
Ecosystem map
Ecosystem mapEcosystem map
Ecosystem map
P&CO
 
Peloton case study
Peloton case study Peloton case study
Peloton case study
P&CO
 
Entrepreneurship and individuals
Entrepreneurship and individualsEntrepreneurship and individuals
Entrepreneurship and individuals
P&CO
 
Entreprenurship as a process
Entreprenurship as a process Entreprenurship as a process
Entreprenurship as a process
P&CO
 
Entrepreneurship as a process
Entrepreneurship as a processEntrepreneurship as a process
Entrepreneurship as a process
P&CO
 
Pricing
Pricing Pricing
Pricing
P&CO
 
Global Distribution and Logistics
Global Distribution and LogisticsGlobal Distribution and Logistics
Global Distribution and Logistics
P&CO
 
Foreign market selection and entry.pdf
Foreign market selection and entry.pdfForeign market selection and entry.pdf
Foreign market selection and entry.pdf
P&CO
 
IKEA- A Better Everyday Life.pdf
IKEA- A Better Everyday Life.pdfIKEA- A Better Everyday Life.pdf
IKEA- A Better Everyday Life.pdf
P&CO
 
3M industry
3M industry3M industry
3M industry
P&CO
 
Economic and political environment
Economic and political environmentEconomic and political environment
Economic and political environment
P&CO
 
Tutorial 3- Cultural and economic environment.pdf
Tutorial 3- Cultural and economic environment.pdfTutorial 3- Cultural and economic environment.pdf
Tutorial 3- Cultural and economic environment.pdf
P&CO
 
Tutorial 2 International marketing .pdf
Tutorial 2 International marketing .pdfTutorial 2 International marketing .pdf
Tutorial 2 International marketing .pdf
P&CO
 
The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...
The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...
The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...
P&CO
 
Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...
Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...
Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...
P&CO
 
Apple’s Treatment of Chinese Workers and bribery and corruption
Apple’s Treatment of Chinese Workers and bribery and corruptionApple’s Treatment of Chinese Workers and bribery and corruption
Apple’s Treatment of Chinese Workers and bribery and corruption
P&CO
 
Shideido marketing research and consumer behaviour.pdf
Shideido marketing research and consumer behaviour.pdfShideido marketing research and consumer behaviour.pdf
Shideido marketing research and consumer behaviour.pdf
P&CO
 

More from P&CO (20)

Entrepreneurial ecosystem- Wider context
Entrepreneurial ecosystem- Wider contextEntrepreneurial ecosystem- Wider context
Entrepreneurial ecosystem- Wider context
 
The Importance of entrepreneurial storytelling
The Importance of entrepreneurial storytellingThe Importance of entrepreneurial storytelling
The Importance of entrepreneurial storytelling
 
Entrepreneurship and individuals workshop
Entrepreneurship and individuals workshopEntrepreneurship and individuals workshop
Entrepreneurship and individuals workshop
 
Ecosystem map
Ecosystem mapEcosystem map
Ecosystem map
 
Peloton case study
Peloton case study Peloton case study
Peloton case study
 
Entrepreneurship and individuals
Entrepreneurship and individualsEntrepreneurship and individuals
Entrepreneurship and individuals
 
Entreprenurship as a process
Entreprenurship as a process Entreprenurship as a process
Entreprenurship as a process
 
Entrepreneurship as a process
Entrepreneurship as a processEntrepreneurship as a process
Entrepreneurship as a process
 
Pricing
Pricing Pricing
Pricing
 
Global Distribution and Logistics
Global Distribution and LogisticsGlobal Distribution and Logistics
Global Distribution and Logistics
 
Foreign market selection and entry.pdf
Foreign market selection and entry.pdfForeign market selection and entry.pdf
Foreign market selection and entry.pdf
 
IKEA- A Better Everyday Life.pdf
IKEA- A Better Everyday Life.pdfIKEA- A Better Everyday Life.pdf
IKEA- A Better Everyday Life.pdf
 
3M industry
3M industry3M industry
3M industry
 
Economic and political environment
Economic and political environmentEconomic and political environment
Economic and political environment
 
Tutorial 3- Cultural and economic environment.pdf
Tutorial 3- Cultural and economic environment.pdfTutorial 3- Cultural and economic environment.pdf
Tutorial 3- Cultural and economic environment.pdf
 
Tutorial 2 International marketing .pdf
Tutorial 2 International marketing .pdfTutorial 2 International marketing .pdf
Tutorial 2 International marketing .pdf
 
The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...
The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...
The long and difficult 13- year journey to the marketplace for Pfizer’s viagr...
 
Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...
Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...
Gore-Tex and W.L. Gore & Associates- An innovative company and a contemporary...
 
Apple’s Treatment of Chinese Workers and bribery and corruption
Apple’s Treatment of Chinese Workers and bribery and corruptionApple’s Treatment of Chinese Workers and bribery and corruption
Apple’s Treatment of Chinese Workers and bribery and corruption
 
Shideido marketing research and consumer behaviour.pdf
Shideido marketing research and consumer behaviour.pdfShideido marketing research and consumer behaviour.pdf
Shideido marketing research and consumer behaviour.pdf
 

Recently uploaded

شركات إبراهيم العرجاني: لدعم الاقتصاد المصري
شركات إبراهيم العرجاني: لدعم الاقتصاد المصريشركات إبراهيم العرجاني: لدعم الاقتصاد المصري
شركات إبراهيم العرجاني: لدعم الاقتصاد المصري
إبراهيم العرجاني
 
United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...
United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...
United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...
Newman George Leech
 
Restaurant Chiraz Sindbad Hotel Hammamet
Restaurant Chiraz Sindbad Hotel HammametRestaurant Chiraz Sindbad Hotel Hammamet
Restaurant Chiraz Sindbad Hotel Hammamet
rihabkorbi24
 
PAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAA
PAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAAPAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAA
PAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAA
lawrenceads01
 
Cracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptxCracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptx
Workforce Group
 
MEA Union Budget 2024-25 Final Presentation
MEA Union Budget 2024-25 Final PresentationMEA Union Budget 2024-25 Final Presentation
MEA Union Budget 2024-25 Final Presentation
PhysicsUtu
 
STEPIC Innovations 2026 futurism publications
STEPIC Innovations 2026 futurism publicationsSTEPIC Innovations 2026 futurism publications
STEPIC Innovations 2026 futurism publications
mcynthus
 
Satta matka guessing Kalyan result sattamatka
Satta matka guessing Kalyan result sattamatkaSatta matka guessing Kalyan result sattamatka
Satta matka guessing Kalyan result sattamatka
➑➌➋➑➒➎➑➑➊➍
 
Growth Buyouts - The Dawn of the GBO (Slow Ventures)
Growth Buyouts - The  Dawn of the GBO (Slow Ventures)Growth Buyouts - The  Dawn of the GBO (Slow Ventures)
Growth Buyouts - The Dawn of the GBO (Slow Ventures)
Razin Mustafiz
 
1234567891011121314151617181920212223242
12345678910111213141516171819202122232421234567891011121314151617181920212223242
1234567891011121314151617181920212223242
fauzanal343
 
Top Digital Marketing Strategy in 2024.pdf
Top Digital Marketing Strategy in 2024.pdfTop Digital Marketing Strategy in 2024.pdf
Top Digital Marketing Strategy in 2024.pdf
Top IT Marketing
 
BBA Final SML 501 INTERNATIONAL BUSINESS .pdf
BBA Final SML 501 INTERNATIONAL BUSINESS .pdfBBA Final SML 501 INTERNATIONAL BUSINESS .pdf
BBA Final SML 501 INTERNATIONAL BUSINESS .pdf
mcdopex6
 
Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...
Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...
Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...
Philip M Caputo
 
Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...
Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...
Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...
Aggregage
 
TALENT ACQUISITION AND MANAGEMENT LECTURE 5
TALENT ACQUISITION AND MANAGEMENT LECTURE 5TALENT ACQUISITION AND MANAGEMENT LECTURE 5
TALENT ACQUISITION AND MANAGEMENT LECTURE 5
projectseasy
 
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in CityGirls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
maigasapphire
 
Navigating Change Strategies for Effective Transition and Operational Plannin...
Navigating Change Strategies for Effective Transition and Operational Plannin...Navigating Change Strategies for Effective Transition and Operational Plannin...
Navigating Change Strategies for Effective Transition and Operational Plannin...
Brian Frerichs
 
AI at Work​ The demystification of AI and real-world stories on how to apply ...
AI at Work​ The demystification of AI and real-world stories on how to apply ...AI at Work​ The demystification of AI and real-world stories on how to apply ...
AI at Work​ The demystification of AI and real-world stories on how to apply ...
Auxis Consulting & Outsourcing
 
Connected Small Boat Protection Solution | July 2024
Connected Small Boat Protection Solution | July  2024Connected Small Boat Protection Solution | July  2024
Connected Small Boat Protection Solution | July 2024
Hector Del Castillo, CPM, CPMM
 
Unveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdf
Unveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdfUnveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdf
Unveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdf
Xtreame HDTV
 

Recently uploaded (20)

شركات إبراهيم العرجاني: لدعم الاقتصاد المصري
شركات إبراهيم العرجاني: لدعم الاقتصاد المصريشركات إبراهيم العرجاني: لدعم الاقتصاد المصري
شركات إبراهيم العرجاني: لدعم الاقتصاد المصري
 
United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...
United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...
United Kingdom's Real Estate Mogul: Newman George Leech's Impact on the Swiss...
 
Restaurant Chiraz Sindbad Hotel Hammamet
Restaurant Chiraz Sindbad Hotel HammametRestaurant Chiraz Sindbad Hotel Hammamet
Restaurant Chiraz Sindbad Hotel Hammamet
 
PAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAA
PAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAAPAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAA
PAWFESSIONAL ELVA MAX.pdfAAAAAAAAAAAAAAAAAAA
 
Cracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptxCracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptx
 
MEA Union Budget 2024-25 Final Presentation
MEA Union Budget 2024-25 Final PresentationMEA Union Budget 2024-25 Final Presentation
MEA Union Budget 2024-25 Final Presentation
 
STEPIC Innovations 2026 futurism publications
STEPIC Innovations 2026 futurism publicationsSTEPIC Innovations 2026 futurism publications
STEPIC Innovations 2026 futurism publications
 
Satta matka guessing Kalyan result sattamatka
Satta matka guessing Kalyan result sattamatkaSatta matka guessing Kalyan result sattamatka
Satta matka guessing Kalyan result sattamatka
 
Growth Buyouts - The Dawn of the GBO (Slow Ventures)
Growth Buyouts - The  Dawn of the GBO (Slow Ventures)Growth Buyouts - The  Dawn of the GBO (Slow Ventures)
Growth Buyouts - The Dawn of the GBO (Slow Ventures)
 
1234567891011121314151617181920212223242
12345678910111213141516171819202122232421234567891011121314151617181920212223242
1234567891011121314151617181920212223242
 
Top Digital Marketing Strategy in 2024.pdf
Top Digital Marketing Strategy in 2024.pdfTop Digital Marketing Strategy in 2024.pdf
Top Digital Marketing Strategy in 2024.pdf
 
BBA Final SML 501 INTERNATIONAL BUSINESS .pdf
BBA Final SML 501 INTERNATIONAL BUSINESS .pdfBBA Final SML 501 INTERNATIONAL BUSINESS .pdf
BBA Final SML 501 INTERNATIONAL BUSINESS .pdf
 
Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...
Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...
Innovation Hub_ Spotlight on Toms River's Role as a Beacon for Entrepreneuria...
 
Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...
Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...
Don’t Get Left Behind: Leveraging Modern Product Management Across the Organi...
 
TALENT ACQUISITION AND MANAGEMENT LECTURE 5
TALENT ACQUISITION AND MANAGEMENT LECTURE 5TALENT ACQUISITION AND MANAGEMENT LECTURE 5
TALENT ACQUISITION AND MANAGEMENT LECTURE 5
 
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in CityGirls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
 
Navigating Change Strategies for Effective Transition and Operational Plannin...
Navigating Change Strategies for Effective Transition and Operational Plannin...Navigating Change Strategies for Effective Transition and Operational Plannin...
Navigating Change Strategies for Effective Transition and Operational Plannin...
 
AI at Work​ The demystification of AI and real-world stories on how to apply ...
AI at Work​ The demystification of AI and real-world stories on how to apply ...AI at Work​ The demystification of AI and real-world stories on how to apply ...
AI at Work​ The demystification of AI and real-world stories on how to apply ...
 
Connected Small Boat Protection Solution | July 2024
Connected Small Boat Protection Solution | July  2024Connected Small Boat Protection Solution | July  2024
Connected Small Boat Protection Solution | July 2024
 
Unveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdf
Unveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdfUnveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdf
Unveiling the Latest Eternal IPTV Features for Seamless Streaming in 2024.pdf
 

Value Proposition canvas- Customer needs and pains

  • 1. The University of Sydney Page 1 SIEN6006 Entrepreneurship Week 9 Sergio Pinzon
  • 2. Page 2 The University of Sydney – Last week exercise – Discussion questions – Value proposition review – Exercise Agenda
  • 3. Page 3 The University of Sydney 1. - How can a company effectively communicate its value proposition to its customers and address customer needs? 2. - In what ways can a value proposition be used to differentiate a company from its competitors? 3. - How can a company identify and leverage customer gains to create a compelling value proposition? 4. - What are some common customer pains that companies should be aware of when developing their value proposition? Discussion questions
  • 4. Page 4 The University of Sydney Value Proposition Canvas
  • 5. Page 5 The University of Sydney Jobs to be done FUNCTIONAL JOBS SOCIAL JOBS EMOTIONAL JOBS SUPPORTING JOBS
  • 6. Page 6 The University of Sydney Job to be done context The context may impose certain constraints or limitations. – Going to the movies
  • 7. Page 7 The University of Sydney Customer Pain examples Functional pains Emotional or social pains Financial pains or Obstacles Negative consequences (Risks)
  • 8. Page 8 The University of Sydney Customer Gains Required gains Expected gains Desired gains Unexpected gains
  • 9. Page 9 The University of Sydney Products and services PHYSICAL/TANGIBLE INTANGIBLE DIGITAL FINANCIAL
  • 10. Page 10 The University of Sydney Gain creator and Pain relievers Gain creators How the product / service offers the client added value. E.G: • Creates savings • Produces results • Makes life easier Pain relievers How the product / service relieves client pains E.G: • Produces savings • Performance solutions • Makes the client feel better
  • 12. Page 12 The University of Sydney ‘Fit’ between both sides
  • 13. Page 13 The University of Sydney Value proposition for Tesla
  • 14. The University of Sydney Page 14
  • 16. The University of Sydney Page 16
  • 17. The University of Sydney Page 17 Exercise As a group, please consider the product or service created by your entrepreneur or organization for Assignment #2. Alternatively, you can choose a medical entrepreneurship opportunity, such as a medical device or technology, or new drugs or other medical treatments. Then, utilize the Value Proposition Canvas to either: a) Improve the product or service, b) Create a new one that addresses the clients' Jobs-to-be- done.
  • 18. The University of Sydney Page 18 Week 10 – Social and Cultural Entrepreneurship • We will: • Understand the basic principles of social and cultural entrepreneurship • Compare a more traditional 'commercial' approach to entrepreneurship with social entrepreneurship • Review: Canvas content; required readings • Lecture: Guest speaker details to be announced on Canvas • Reflection and preparation for our next Workshop: Detailed on Canvas