The document summarizes key aspects of a workshop on innovation frameworks, processes, and methods presented by Stefano Mizio on October 22, 2014. It discusses how participants will be involved, the planning process, and tools and methods that will be covered, including innovation assessment, business modeling, coaching, training, pitching, financing support, and international support. A timeline of checkpoints and gates is provided, as well as topics like the customer development process, business models, lean startup methodology, and competition.
Workshop innovits i tutor imprenditori ottobre 2014 stefano mizioStefano Mizio
Contenuti del workshop Innovits dedicato agli startupper e agli itutor della 5 call4ideas.
Lean startup , customer development, business model canvas, value proposition canvas, value curve.
Validating Your Opportunity: Product, Solution, Customer by Rick GibsonAnitaBell
The Arizona Center for Innovation (AzCI) provides workshops and sessions designed to help new ventures. This is an overview of validating your opportunity through customer discovery, utilizing MVPs and customer engagement. Presented by Rick Gibson. Please contact us at: www.azinnovation.com to learn more.
Women's Startup Lab: Find Your First Customer, Then 10 more...SalesQualia
Sponsored by Women's Startup Lab in Menlo Park, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Starting a business as engineers: algorithms aren't everythingAlja Isakovic
What are startups and other lessons learned from starting tech companies. The slides are for a lecture aimed at computer science students, delivered in March 2019.
Workshop innovits i tutor imprenditori ottobre 2014 stefano mizioStefano Mizio
Contenuti del workshop Innovits dedicato agli startupper e agli itutor della 5 call4ideas.
Lean startup , customer development, business model canvas, value proposition canvas, value curve.
Validating Your Opportunity: Product, Solution, Customer by Rick GibsonAnitaBell
The Arizona Center for Innovation (AzCI) provides workshops and sessions designed to help new ventures. This is an overview of validating your opportunity through customer discovery, utilizing MVPs and customer engagement. Presented by Rick Gibson. Please contact us at: www.azinnovation.com to learn more.
Women's Startup Lab: Find Your First Customer, Then 10 more...SalesQualia
Sponsored by Women's Startup Lab in Menlo Park, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Starting a business as engineers: algorithms aren't everythingAlja Isakovic
What are startups and other lessons learned from starting tech companies. The slides are for a lecture aimed at computer science students, delivered in March 2019.
The Sales Opportunity Canvas: Finding Your First [Enterprise] Customer, Then ...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci at PARISOMA Workspace in San Francisco, CA on August 28, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
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.
The Sales Opportunity Canvas: Find Your First [Enterprise] Customer... Then 1...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci to the Sacramento Regional Technology Association (SARTA) on August 21, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
Using the Sales Model Canvas: Find your first customer, then 10 more... SalesQualia
Hosted by SARTA, this presentation was part of a live workshop teaching entrepreneurs how to use SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Sponsored by the Nordic Innovation Group in Palo Alto, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Design Thinking has gained much attention at strategic and executive levels within Fortune 500 corporates to manage global disruption. Mike shares first hand insights guiding c-level executives and project teams whilst designing and facilitating Design Thinking, Lean Startup and Business Model Innovation with some of the World’s largest organisations.
Design Thinking and Small Business Insurance (SMB)Josh Levine
Presented Sept 2018, Palo Alto, CA — Silicon Valley Insurance Accelerator SMB Insurance Conference
...
Overview of Design Thinking and how it can be applied to digital generation SMB insurance to create new products, business models and growth.
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.
The Sales Opportunity Canvas: Finding Your First [Enterprise] Customer, Then ...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci at PARISOMA Workspace in San Francisco, CA on August 28, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
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.
The Sales Opportunity Canvas: Find Your First [Enterprise] Customer... Then 1...SalesQualia
The Sales Opportunity Canvas enables startup CEOs, sales managers, and sales professionals to identify key strengths and gaps in their sales process with individual customers. Users identify the people and develop the process required to move a prospect to a paying customers.
Beginning with Customer Needs, the "People" section of the Sales Opportunity Canvas focuses on Buyer Types, Value Statements, and Sales Resistance the user can expect to encounter. The process section of the Sales Opportunity Canvas focuses on the Stages of the Sale, Key Milestones, and Sales Mapping.
After identifying the people and developing the sales process, users apply this learning to creating an Implementation Plan and Work Agreement collaboratively with their customers to insure a successful, long-term customer relationship.
The Sales Opportunity Canvas includes the developing of the 1:1:1:1:1:1 Framework for Sales Mapping and Implementation Planning.
Presented by SalesQualia Founder Scott Sambucci to the Sacramento Regional Technology Association (SARTA) on August 21, 2013. The Sales Opportunity Canvas will soon be available for purchase, and is developed specifically for startup CEOs, Sales Managers, and Sales Professionals.
Using the Sales Model Canvas: Find your first customer, then 10 more... SalesQualia
Hosted by SARTA, this presentation was part of a live workshop teaching entrepreneurs how to use SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Sponsored by the Nordic Innovation Group in Palo Alto, CA, this in-person workshop focuses on using SalesQualia's "Sales Model Canvas" to lead buyers through the purchasing process and how to build a repeatable sales framework for your sales opportunities.
Key topical areas discussed:
- Customer needs, customer discovery
- Buyers, buyer types, personas
- Constructing effective Value Statements
- Objections, product questions, and dealing with status quo bias
- Implementation planning & Customer Success
- Developing key milestones and metrics for your sales process.
- Identifying differences in "consumer" vs "enterprise sales" and customer decisions
Design Thinking has gained much attention at strategic and executive levels within Fortune 500 corporates to manage global disruption. Mike shares first hand insights guiding c-level executives and project teams whilst designing and facilitating Design Thinking, Lean Startup and Business Model Innovation with some of the World’s largest organisations.
Design Thinking and Small Business Insurance (SMB)Josh Levine
Presented Sept 2018, Palo Alto, CA — Silicon Valley Insurance Accelerator SMB Insurance Conference
...
Overview of Design Thinking and how it can be applied to digital generation SMB insurance to create new products, business models and growth.
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.
La proprietà intellettuale e l'imprenditore - Gli aspetti legali del ciclo di...InnoVits
Vengono presentate le slide relative al primo intervento nel corso del workshop " Gli aspetti legali del ciclo di vita della startup" . La proprietà intellettuale e l'imprenditore
INNOVITS e DIFENDE
L'avvio dell'impresa - Gli aspetti legali del ciclo di vita delle start-up InnoVits
Vengono presentate le slide relative al primo intervento nel corso del primo workshop " Gli aspetti legali del ciclo di vita della startup" - L'avvio dell'impresa
Difende e Innovits
Il lavoro nelle start-up - Gli aspetti legali del ciclo di vita delle start-upInnoVits
Vengono presentate le slide relative al primo intervento nel corso del primo workshop " Gli aspetti legali del ciclo di vita della startup" - L'avvio dell'impresa
Difende e Innovits
Il finanziamento delle start-up - Gli aspetti legali del ciclo di vita delle ...InnoVits
Vengono presentate le slide relative all'intervento nel corso del secondo workshop " Gli aspetti legali del ciclo di vita della startup" - Il finanziamento delle Start up
Difende e Innovits
What large companies can learn from the working culture and methodos of startups
The linear career path is long gone. Organizations need managers and executives with a high degree of diversity and curiousity to navigate through uncertainty. People who were exposed to a startup or involved in intrapreneurship experience
Gec workshop corporate entrepreneurship march 2015 stefano mizioStefano Mizio
Established firms and Startups: the corporate entrepreneur’role. - Global Entrepreneurship Congress Milan 2015.
Startups, whether inside or outside corporation, require different set of management approaches than a mature business. How can managers apply new practices, emerging from the statup world, inside established companies for managing innovation projects leveraging internal capabilities? What are the main obstacles? How to overcome the corporate immune system? What are the main enablers to foster an innovation initiative? How are their companies’ environments hospitable to the work of corporate entrepreneurs? The panelists discussed real cases of how corporate entrepreneurs are able to connect people, resources, ideas and act as startupper.
Want to turn an amazingly innovative idea into reality? We’ll help share techniques with you to make your dream a reality.
AGENDA TOPICS
- From idea development to innovation design
- Brain power “Deep Innovation”, working in a team
- The difference between an original idea and a copy
- Prepare for the extreme innovative solution
- Back in reality and the first compromise
- Keeping the vision
- Market leader through innovative thinking
Lean Analytics - Communication Layer into the World of BusinessBen Yoskovitz
Lean Analytics is more than just understanding what to track and when. Lean Analytics (and data in general) is about communication within an organization. This is a 1-day workshop I conducted at CrunchConf 2016 in Budapest with a group of data analysts and data scientists to help them understand their role, through the use of analytics, within a larger organization.
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
Digital Transformation is a concept that is complex and confusing. Digital transformation is effectively business model transformation enabled by technology. Starting with understanding your business model and forces impacting it can significantly reduce the uncertainty associated with your transformation journey.
Description of the Business Development Bank's BMI program and how it helps Canadian SMEs.
Presentation made at the Feb. 2019 Montreal Lean Startup Circle meetup.
So, inspiration has struck you with a great idea. But how do you then build a successful business...
This presentation contains practical experience from both my successes and failures as an entrepreneur in Africa's largest economy.
The thoughts shared in this presentation have largely been influenced by the Lean Start-up, Customer Discovery and Business Model Innovation movements led by Eric Ries, Steven Blank and Alex Osterwalder
What is Product/Market Fit? Why is it the Holy Grail of entrepreneurship?
Let me help you answer and understand the fundamental question for every early stage entrepreneur: Are you building a product/service people really want? Watch the video and learn everything about Product/Market Fit.
Twitter: https://twitter.com/m_vukas
Blog: http://www.milanvukas.com/blog/
Lean Launch Ventures Presentation on the Business Model CanvasRob Caucci
The following is a high-level presentation I gave to the inaugural portfolio class of the Lean Launch Ventures accelerator program. It introduces the audience to the Business Model Canvas, and what the intersection of Lean Startup and the Business Model Canvas looks like.
The presentation is about a tool Business Model Canvas, developed by Stretegyzer. It indeed is a very powerful tool and can prove itself a boon for a startup and save it from early crunches. The presentation was discussed during a pre-event workshop on BMC organized by Startup Weekend Surat at BMEF Seminar Hall, Vesu, Surat (Dt. 04-07-2017).
What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
- How to SHUT DOWN the revolving door of Income Stagnation… you know, where new sales come into your magazine while at the same time existing sponsors exit.
- How to transform your magazine business by fixing the 4 “DON’Ts”...
#1 LEADS Don’t Book
#2 PROSPECTS Don’t Show
#3 PROSPECTS Don’t Buy
#4 CLIENTS Don’t Stay
- How to identify which leak to fix first so you get the biggest bang for your income.
- Get actionable strategies you can use right away to improve your bookings, sales and retention.
When listening about building new Ventures, Marketplaces ideas are something very frequent. On this session we will discuss reasons why you should stay away from it :P , by sharing real stories and misconceptions around them. If you still insist to go for it however, you will at least get an idea of the important and critical strategies to optimize for success like Product, Business Development & Marketing, Operations :)
Reflect Festival Limassol May 2024.
Michael Economou is an Entrepreneur, with Business & Technology foundations and a passion for Innovation. He is working with his team to launch a new venture – Exyde, an AI powered booking platform for Activities & Experiences, aspiring to revolutionize the way we travel and experience the world. Michael has extensive entrepreneurial experience as the co-founder of Ideas2life, AtYourService as well as Foody, an online delivery platform and one of the most prominent ventures in Cyprus’ digital landscape, acquired by Delivery Hero group in 2019. This journey & experience marks a vast expertise in building and scaling marketplaces, enhancing everyday life through technology and making meaningful impact on local communities, which is what Michael and his team are pursuing doing once more with Exyde www.goExyde.com
Best Crypto Marketing Ideas to Lead Your Project to SuccessIntelisync
In this comprehensive slideshow presentation, we delve into the intricacies of crypto marketing, offering invaluable insights and strategies to propel your project to success in the dynamic cryptocurrency landscape. From understanding market trends to building a robust brand identity, engaging with influencers, and analyzing performance metrics, we cover all aspects essential for effective marketing in the crypto space.
Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
With a data-driven approach, transparent communication, and a commitment to excellence, InteliSync is your trusted partner for driving meaningful impact in the fast-paced world of Web3. Contact us today to learn more and embark on a journey to crypto marketing mastery!
Ready to elevate your Web3 project to new heights? Contact InteliSync now and unleash the full potential of your crypto venture!
Salma Karina Hayat is Conscious Digital Transformation Leader at Kudos | Empowering SMEs via CRM & Digital Automation | Award-Winning Entrepreneur & Philanthropist | Education & Homelessness Advocate
Explore Sarasota Collection's exquisite and long-lasting dining table sets and chairs in Sarasota. Elevate your dining experience with our high-quality collection!
Textile Chemical Brochure - Tradeasia (1).pdfjeffmilton96
Explore Tradeasia’s brochure for eco-friendly textile chemicals. Enhance your textile production with high-quality, sustainable solutions for superior fabric quality.
How to Build a Diversified Investment Portfolio.pdfTrims Creators
Building a diversified investment portfolio is a fundamental strategy to manage risk and optimize returns. For both novice and experienced investors, diversification offers a pathway to a more stable and resilient financial future. Here’s an in-depth guide on how to create and maintain a well-diversified investment portfolio.
2. •How you will be involved
• Planning
• Method, Process, Tools
2
Stefano Mizio
This talk...
3. Call for Ideas: we help startups to emerge
3
Innovits focus areas
•Innovation
Assesment
•Business
Modeling
•Coaching &
Mentoring
•Training
•Business
Model
elaboration
•Pitch day
•Access to
finance
•Hosting
•Training
•Commercial
ization
•Internation.
Support
•Business
Dev.
yenr uoJ
oF ll aC sti vonnI
“Don’t join an accelerator unless you can win it. That requires being at a stage where you can
actually benefit from meetings with investors and the press”
4. 22 ottobre WS Customer Disc
TBD gennaio WS Entrepr. in residence
Stefano Mizio
5 novembre Check point 1
19
novembre
Check point 2
27
novembre
Gate Alpha
10 dicembre Check point 3
14 gennaio Gate Beta
4 febbraio Check point 4
18 febbraio Check point 5
5 marzo Gate Gamma
CPherceks psouinrt e5
Pitching
19C mhecakr zpooin 2t 0515
Final Event
4 marzo WS Pitching
6 startups
20 novembre Startup/prototyping
4/11 dicembre Startup Sales
26 febbraio Startup& Investitori
4
Planning
16. 16
Stop! Let’s start from your idea of business model
By S. Blank Stefano Mizio
17. • “A business model is simply the ‘way of doing
business’ that a firm has chosen: its entire system for
creating and providing consistent value to customers and
earning a profit from that activity, as well as benefit for its
broader stakeholders. It refers to the core architecture or
configuration of the firm, specifically how it deploys all
relevant resources (not just those within the company
boundaries), to create differentiated value for customers
at a profit…” (Davenport, T. H., M. Leibold and S. Voelpel (2006). Strategic Management in the Innovation
Economy. Publicis Wiley.)
• The business model is a company’s answer to the
question of how to make money in its chosen business. It
describes, “…as a system, how the pieces of a
business fit together” (Magretta, J. (2002). "Why Business Models Matter." Harvard Business
Review 80(5) May: 86-92.)
17
Stefano Mizio
What does a business model mean?
18. • The essence and main components
WHO WHAT HOW
is your
do you offer
customer?
your customers?
do you
do this?
Markets
Customer Segments
Individual Customers
Products & Services
Solutions
Experiences
Create Value
Deliver Value
Capture Value
Delivering the Who, What and How in a concise message.
Unique Value Proposition: a single, clear compelling
message that states why you are different and worth buying
By Mark Sniukas 18
Stefano Mizio
What is a business model?
19. Who • People who want a quick bite to eat
• Get in, order, get served quickly, get
out quickly again
What • Pre-made food prepared constantly
according to demand
• Standard menus
• Some variations allowed
How • Standardized processes
• Central locations with high
frequencies
• The key is to serve a maximum
number of people during a given
time
By Mark Sniukas
19
Stefano Mizio
McDonald’s Business Model
20. A way to depict your Business Model
The business model is a company’s answer to the question of how to make money in its
chosen business. It describes, “…as a system, how the pieces of a business fit
together”
KEY
ACTIVITIES
KEY
OFFER
RELATIONSHIPS CLIENTS
PARTNER
CHANNELS
What are your
core activities
and processes?
KEY
RESOURCES
Who‘s your
customer?
Which
customer
segments do
you serve?
What‘s your
offer?
Which „jobs to
be done“ do you
satisfy?
What‘s your
relationship to
the customer?
What‘s your
image?
How do you
reach your
customers?
How do you
make money?
What is driving
cost?
What are
your main
suppliers,
partners and
alliances?
What are your
main assets and
competencies?
By A. Osterlwalder Stefano Mizio
23. Guess Guess
Untested hypotheses
Stefano Mizio
Guess Guess
Guess
Guess
Guess
Guess
Guess
9 Guesses
By A. Osterlwalder
24. Problem means : JBTD
fundamental problem in a given situation
that needs a solution
Stefano Mizio
When customers find that they need to get a job done, they
“hire” products or services to do the job.
MIT Sloan Management Review 2007 - Finding the Right Job For Your Product 24
25. fundamental problem in a given situation
that needs a solution
Key components of a job statement
are an action verb, the object of the
action, and clarification of the context
in which the job is performed
The Innovator’s toolkit
25
Stefano Mizio
JBTD
27. You are standing on a Mumbai road on a rainy day and notice the
large number of motor scooters snaking precariously in and out
JTBD: providing a
safer alternative for
scooter families.
around the cars
Value Proposition:
offering an affordable,
safer, all-weather
alternative for scooter
families.
Business Model:
that goal required radical
changes in the cost
structure of making a Car.
27
Stefano Mizio
28. Value Proposition Canvas
Design Value Propositions that match your Customer's needs and
jobs-to-be-done and helps them solve their problems.
By A. Osterlwalder Stefano Mizio
29. Step into your customers’ shoes
One step toward customer interview
Jobs to be done:
•What functional jobs is your customer trying get
done? (solve a specific problem, complete a specific
ask)
•What basic needs is your customer trying to
satisfy? (communication,…)
•What emotional jobs is your customer trying to get
done? (feel good, security,…)
Gains:
•Which savings would make your customer happy?
•What outcomes does your customer expect and
what would go beyond his/her expectations?
•How do current solutions delight your customer?
•What would make your customer’s job or life
easier?
•What positive social consequences does your
customer desire?
•What are customers looking for?
•What do customers dream about?
•How does your customer measure success and
failure?
•What would increase the likelihood of adopting a
solution?
Pains (before, during and after getting the JTBD):
•What does your customer find too costly?
•What makes your customer feel bad?
•How are current solutions underperforming for your customer?
•What are the main difficulties and challenges your customer encounters?
•What negative social consequences does your customer encounter or fear?
•What risks does your customer fear?
•What common mistakes does your customer make?
•What barriers are keeping your customer from adopting solutions?
Don’t forget
to rank jobs,
pains, gains
Important +
Insignificant -
By A. Osterlwalder Stefano Mizio
30. Value Map + Customer Profile
(vitamins): How we provide benefits for our customers
(for example: helping them to save some money thanks to some
discount coupons).
(analgesics): How we are helping our customers with
their pains (for example: saving them some time thanks to the
automatic generation of a shopping list or thanks to a home
delivery service)
Which core beliefs you need to test with customers
By A. Osterlwalder Stefano Mizio
31. By A. Osterlwalder
WHAT are we
building and
WHY are we
buiding it
31
Stefano Mizio
Static + Dinamic merge
32. Stefano Mizio
Ask about experience not opinions
32
Customer Interview: Good and Bad question
33. 33
Stefano Mizio
Customer Interview Process:
No leading question – know what you need to learn
34. • How you currently deal with this problem?
• Talk me through the last time you had this problem.
• How much money does this problem cost you?
• Who else should I talk with?
• Would you buy a product which solved this problem?
• How much would you pay for this?
• Do you think it’s a good idea?
• Do you have a problem with this?... well, now I’am!
34
Stefano Mizio
Customer Interview: Good and Bad question
…Awesome feedback: “ we are spending XX euro per month on this!
Proofs it is a problem
35. Lean Startup 101
35
Stefano Mizio
There are no facts inside the building
36. The Value Hypothesis The Growth Hypothesis
The Minimum Viable Product
Stefano Mizio
Leaps of faith assumptions
Eric Ries
38. A dummy banner:
404 / "Not Found"
message.
If enough users
click on the
banner, the
product will go
into development
Test and Learn
Smoke test
Stefano Mizio
39. “Test" your model and your assumptions with customers
until you find the right business model to scale.
39
By A. Osterwalder Stefano Mizio
40. Stefano Mizio
Pivot or Persevere
Companies that cannot bring themselves to pivot to a new
direction on the basis of feedback from the marketplace can get
stuck in the land of the living dead.
By Eric Ries
40
Land of the living dead
The state where a
company is neither
growing enough nor
dying, consuming
resources and
commitment from
employees and other
stakeholders but not
moving ahead. It is a
terrible drain of human
energy
42. Stefano Mizio
Data: Lean Launch Lab
w wwwww.l.eleaannlalauunncchhlalabb.c.coomm
43. Data
Center
+ 1
backup
metod
Telecom /Cell
phones provider
Unreliable
electric grid
Sell
Data center fuel
availability
countries
have grid
problerms
Fuel
costs
Risk theft
of fuel
7/10
DURATHON
Developing
countries / no
reliable grid
Exploration
www.leanstartupmachine.com Stefano Mizio
45. Strategy and Business Models
(Business Models)… But they don’t factor in one critical
dimension of performance: competition.
Sooner or later—and it is usually sooner—every enterprise
runs into competitors
P.B. Seddon – G.P. Lewis Strategy and Business Models: what’s the difference? Stefano Mizio
46. Stefano Mizio
W.C. Kim R. Mauborgne Blue Ocean Strategy
46
The Value Curve (1)
47. Stefano Mizio
W.C. Kim R. Mauborgne Blue Ocean Strategy
47
The Value Curve (2)
48. Stefano Mizio
W.C. Kim R. Mauborgne Blue Ocean Strategy
48
Nintendo Wii example