Value Proposition Canvas

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April 10, 2013

Value Proposition Canvas

Presented by Jeff Turner at RETSO Refocus

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RETSO

April 10, 2013
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Transcript

  1. 1.

    Crafting Y our Value Proposition Jeff Turner - Zeek Interactive

    [based on the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith]
  2. 2.
  3. 3.

    Achieving Fit Does Your Value Proposition Meet Your Customer Needs?

    From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  4. 4.

    Customer Jobs What Are Your Customers Trying To Get Done?

    From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  5. 5.

    Customer Jobs Functional Job? (performing a task, solving a problem)

    From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  6. 6.

    Customer Jobs Social Job? (looking good, gaining status) From the

    Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  7. 7.

    Customer Jobs Emotional Job? (feeling good, aesthetics, security) From the

    Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  8. 8.

    Customer Jobs Basic Needs? (shelter, communication, sex) From the Value

    Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  9. 9.

    What Are The Undesirable Parts Of Getting The Job Done?

    Customer Pains From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  10. 10.

    Customer Pains What does your customer find too costly? (too

    much effort, too much money, too much time) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  11. 11.

    Customer Pains What’s keeping your customer awake at night? (worries,

    concerns, major issues) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  12. 12.

    Customer Pains What common mistakes does your customer make? (common

    decision errors, process mistakes) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  13. 13.

    Customer Pains What risks does your customer fear? (financial, social,

    what could go wrong?) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  14. 15.

    What Benefits Does Your Customer Expect Or Desire? Customer Gains

    From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  15. 16.

    Customer Gains Which savings would make your customer happy? (time

    savings, money savings, effort savings) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  16. 17.

    Customer Gains What outcomes would go beyond customer expectations? (quality

    level, more of something, less of something) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  17. 18.

    Customer Gains How do current solutions delight your customer? (service,

    performance, quality) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  18. 19.

    Customer Gains What do customers dream about? (big achievements, big

    goals or reliefs) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  19. 20.

    Customer Gains How does your customer measure success & failure?

    (performance, cost) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  20. 21.

    What Products & Services Make Up Your Value Proposition? Products

    + Services From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  21. 22.

    Products + Services help your customer get either a functional,

    social, or emotional job done, or help him/her satisfy basic needs? (rank all products & services according to their importance to your customer.) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith Ask yourself which products and services you offer that help your customer get either a functional, social, or emotional job done, or help him/her satisfy basic needs? Products and services may either by tangible (e.g. manufactured goods, face-to-face customer service), digital/virtual (e.g. downloads, online recommendations), intangible (e.g. copyrights, quality assurance), or financial (e.g. investment funds, financing services). Rank all products and services according to their importance to your customer. Are they crucial or trivial to your customer?
  22. 23.

    How Do Your Product/Services Ease Customer Pain? Pain Relievers From

    the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  23. 24.

    Pain Relievers Do they produce savings? (e.g. in terms of

    time, money, or efforts) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  24. 25.

    Pain Relievers Negate social consequences your customers fear? (e.g. loss

    of face, power, trust, or status) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  25. 26.

    Pain Relievers Eliminate risks your customers fear? (e.g. financial, social,

    technical risks, or what could go awfully wrong) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  26. 27.

    How Do Your Product/Services Create Customer Gain? Gain Creators From

    the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  27. 28.

    Gain Creators Produce outcomes that go beyond expectations? (better quality

    level, more of something, less of something) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  28. 29.

    Gain Creators Outperform current solutions that delight your customer? (e.g.

    regarding specific features, performance, quality,) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  29. 30.

    Gain Creators Create positive social consequences that your customer desires?

    (e.g. makes them look good, produces an increase in power, status) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith
  30. 31.

    Gain Creators Make your customer’s job or life easier? (e.g.

    accessibility, more services, lower cost of ownership) From the Value Proposition Designer Canvas by Alexander Osterwalder, Yves Pigneur & Alan Smith