So what, and why should I care about your startup proposition ?

the right message for the right market

start with ? …

… what we do, for baseline clarity

… why, because Sinek says so

… benefits to the user

… user needs or problem statement

… pains and gains

… differentiating USP

… so what, and why they should care

… a credible reference story

… who we are, emotional connections

a value proposition explains how your product solves problems (pain) or creates new capability (gain), the outcome benefits and competitive differences.

value proposition ?

a value proposition explains how your product solves problems (pain) or creates new capability (gain), the outcome benefits and competitive differences.

a target market is a group of real live people who benefit from that value proposition.

value proposition ?

Find a market where your proposition meets some need, or

Modify your proposition to meet the needs of a market.

value proposition ?

Find a market where your proposition meets some need, or

Modify your proposition to meet the needs of a market.

value proposition ?

I find out what the world needs, then I proceed to invent it. Thomas Edison

Great products start with a specific need.

One product or service can have multiple value propositions for different target markets.

value proposition ?

One product or service can have multiple value propositions for different target markets.

value proposition ?

One product or service can have multiple value propositions for different target markets.

but, the underlying company or brand values must be consistent.

value proposition ?

technology adoption lifecycle

I know I have the problem, I want a vision and solution.

• Why the business/solution exists use the golden circle

• How the business delivers

• What the business does to deliver

new early market

I don’t know if I have the problem you solve, or care about your solution.

• What problem you solve: pains and gains

• How the business delivers

• What the business does to deliver

new early market

If a prospect asks for references or hard ROI benefits, they are probably a mainstream buyer.

Selling them an early market solution will be painful, and is unlikely to cough up a reference.

new early market

The problem and solution are understood by the market, how are you different ?

• What can you do for me: pains and gains

• Why should I care: benefits and differentiation

• Why should I believe you: references

mainstream market

technology adoption lifecycle

Hans Baumhardt

originally published on http://www.hjbconsulting.uk/blog/so-what-startup-proposition/

tech startup founder | investor | advisor

hans.baumhardt@hjbconsulting.uk

read more at blog.hansbaumhardt.com