llp tecnico-2-value-proposition
TRANSCRIPT
LLP@Tecnico
Class 2
Value Proposition Luis Caldas de Oliveira
Agenda for Class 2
• Q&A about Customer Segments
• Team Presentations on Value
Proposition Findings
• Summary about Channels
• Work for Next Week
Q&A CUSTOMER SEGMENTS
Customer Discovery
Wrong: “Here’s what I saw, and here’s
more of what I saw”
Good: “Here’s what I saw, and here’s what
it means”.
Hypotheses
• Problem
• Customer
• User
• Payer
Customer Segments
VPC - Customer
Segments
• Customer jobs – what he wants to get
done
• Customer pains – undesired costs
• Customer gains – expected benefits
Customer Segments
Common Errors on
Customer Segments • Poorly designed and vague data from
customer interviews (“they liked our
product”)
• No articulation: hypotheses/experiments
with pass/fail tests
• Confusion between
users/payers/recommenders, etc.
• No customer archetype
Goal
Types
• B2B (Business to Business): use or buy
inside a company
• B2C (Business to Consumer): use or
buy by consumers
• B2B2C: sell a business to get to a
consumer or other multi-sided markets
B2B
• What are the company needs?
• What is the market?
• Who is the customer in a company?
• How does the company buy?
• How do they hear about you?
B2C
• What the consumer needs?
• What is the market?
• Do they buy it for themselves? Need
approval?
• How the consumer decides to buy?
• What is the sales channel?
One-sided Market
• Product/service serves a single class of
customers
• The value propositions does not depend
on interaction between classes of
customers
Multi-sided Market
• Product/service serves multiple
customer classes
• Some of the value propositions depend
on interaction between multiple classes
of customers
Customer Workflow
TEAM PRESENTATIONS ON VALUE
PROPOSITION
CHANNELS
Two Questions
1.How do you want to sell your product?
1.How does your customer want to buy
your product?
How do you want to
sell your product?
Yourself
Through someone else
Retail
Wholesale
Bundled with other products/services
How does your customer
want to buy your
product? Same day
Delivered and installed
Downloaded
Bundled with other products/services
As a service
…
Types of Channels
• Direct: sell it yourself
• Indirect: OEM, VAR, Reseller,
Distributor
• Licensing: they make it and sell it
The Channel can be
the customer
• Products embedded in others (OEM –
original equipment manufacturer)
• Products resold by others (VAR – value
added reseller)
• Products distributed by others
(Distributor)
Channel Economics
• Commission
• Percentage of sales price
• Discounted pre-purchase
Channel Economics:
Distributor/Reseller
SG&A – selling, general and administrative expenses
R&D – research and development expenses
Book Publishing
Book Publishing
Economics
Channel Diagram
(Direct)
NEXT WEEK
Presentation for Next
Week
• Slide 1: Cover slide
• Slide 2: Business Model Canvas (changes marked in
red, different colors for multi-sided markets)
• Slide 3: Value Proposition Canvas (product/services,
pain relievers, gain creators, MVP)
• Slide 4: How do customers solve the problem today?
How does your value proposition help?
Presentation for Next
Week (cont.)
• Slide 5-n: What did you learn about your Customers:
hypothesis, experiments, results, action
• Slide n+1: Diagram of customer workflow
• Slide n+2: Customer archetype
Before Next Class • Talk to 10 customers about Customer
Segments
• Update LPC Narrative and Canvas
• MVP: site or wireframe (web/mobile),
prototype, model, crowdfunding
(physical product)
• Prepare Class Presentation
• Watch Lecture 4: Channels
Obrigado