startup braga - value proposition workshop

WORKSHOP

Building an Innovative Value Proposition

What is a business?

A BUSINESS IS…

1. Creates and delivers something of value . . . 2. That other people want or need . . . 3. At a price they’re willing to pay . . .

4. In a way that satisfies the customer’s needs and expectations . . .

5. So that the business brings in enough profit to make it worthwhile

BUSINESS PROCESSES

1. Value Creation. Discovering what people need or want, then creating it.

2. Marketing. Attracting attention and building demand for what you’ve created.

3. Sales. Turning prospective customers into paying customers.

4. Value Delivery. Giving your customers what you’ve promised and ensuring that they’re satisfied.

5. Finance. Bringing in enough money to keep going and make your effort worthwhile.

VALUE THROUGH INNOVATION

So what is innovation?

Connecting those unforeseen dots that others miss… …knowing that the dots you see are not only valid but necessary…

…if the world is to move forward

The reason why people want to buy your

product/service

Tradicional Thinking

Why

HowWhat We make great computers

They are simple to use and beautiful

Want to buy one?

Disruptive Thinking

People don’t buy what you do, they buy why you do it!

Why

HowWhat This ends to create great computers,

cellphones, Mp3 players

How we think different if making our product beautifully design and user friendly

Everything we do, we believe in thinking different and challenging the status quo

Traditional Thinking

Why

HowWhat We suggest you webpages based in your

keywords

We mapped all internet websites

Want to sign-up for a free trial?

Revenue is not the why, is a consequence

Disruptive Thinking

Innovative Institutions are Guided by “Why” they do things

Why

HowWhat

We suggest you webpages based in your keywords /

We alert you of important mails

We mapped all internet websites /We map your e-mails

To organize the world's information and make it universally accessible and useful

What is your why?

Want Need Adoption

Target Customer

Your Company

Why How What

Find your purpose that match a problem people real wants to solve, and find how to provide value to

satisfy their needs

What is your why?

Start by discovering your purpose, your “Why”

Make sure your “Why” fits a significant group of people “Wants” – it is your market

People will buy to you because you allow them to achieve what they “Want” not what they

“Need”

1. The Drive to Acquire.2. The Drive to Bond.3. The Drive to Learn4. The Drive to Defend5. The Drive to Feel.

Feature 1Feature 2

How to find what people want?

DESIGN THINKING

DESIGN THINKING

How to explore design thinking?

DESIGN THINKING PROCESS

Building yourValue Proposition

Canvas

Value Proposition

So what is your Value Proposition?

Value proposition is a positioning statement that…

…explains what benefit you provide for who…

…and how you do it uniquely well

Problem

Solution

Solution

Look for non-disruptive disruptions: technologies that offer game-changing benefits with minimal modifications to existing processes or environments.

Simply put: disruptive innovation would ideally be non-disruptive to adopt.

Solution

Value Proposition

For (target customers)

Who are dissatisfied with (unmeet need/want)

Our product is a (new product)

That provides (key problem-solving capability)

Unlike (the product alternative)

Unique Value Proposition

Discontinuous innovationsoffer transformative benefits over the status quo by looking at a problem differently.

What makes it truly compelling — not just to you and your colleagues, but to your most skeptical customer?

Defensible technologyoffers intellectual property that can be protected to create a barrier to entry and an unfair competitive advantage.Disruptive business modelsyield value and cost rewards that help catalyze the growth of a business.

Is the problem worth to be solved?

Problem Validation

Problem Validation

Is the problem Urgent?Is it one of the top few priorities for a company? In selling to enterprises, you’ll find it hard to command the attention and resources to get a deal done if you fall below this line.

*If the answer is yes – then you know you’ll have the attention of the c-suite.

Problem Validation

Is fixing the problem Unavoidable?Is it driven by a mandate with implications associated with governance or regulatory control? For example, is it driven by a fundamental requirement for accounting or compliance?

*If the answer is yes – then that group will likely be a champion.(it could be car company, pharma company)

Problem Validation

Is the problem Unworkable?Does your solution fix a broken business process where there are real, measureable consequences to inaction? Will someone get fired if the issue is not addressed?

*If the answer is yes – then that person will likely be your internal champion.(it could be the wife, the CFO, the doctor)

Problem Validation

Is the problem Underserved?Is there a conspicuous absence of valid solutions to the problem you’re looking to solve?

Focus on the whitespace in a market or segment.

*If the answer is yes – then you know the market is primed for the solution.

Is the problem a good market opportunity?

Market Validation

Startup Braga is an initiative from InvestBraga - Agency for Economic Development.