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Value Proposition Canvas (explained)

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Julius Parrisius
Julius Parrisius

This deck explains what the Value Proposition Canvas (aka Designer) is, how it relates to the well-known Business Model Canvas, and what to keep in mind when using it.

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Value Proposition Designer Julius Parrisius Sales & Mktg @lengoo.de E-Mail: julius.parrisius@lengoo.de Twitter: @jrparrisius Blog: juliusparrisius.wordpress.com
Image Source: Alex Osterwalder, businessmodelgeneration.com
Image Source: Alex Osterwalder, JAM 9 building blocks
© Alex Osterwalder, Flickr.com
Image Source: Alex Osterwalder, businessmodelgeneration.com
© Alex Osterwalder, Flickr.com Goal: product-market fit
What jobs is she trying to get done? (functional, social, emotional etc…) © Alex Osterwalder, Flickr.com
What pains does she have? (Emotions, cost, situations, risks…) © Alex Osterwalder, Flickr.com
What gains is she hoping for? (functional, social, emotional, costs etc…) © Alex Osterwalder, Flickr.com
© Alex Osterwalder, Flickr.com On which products/ services is your VP based? (in-/tangible, digital/virtual, financial, …)
© Alex Osterwalder, Flickr.com How are they pain killers? (Emotionen, Kosten, Situationen, Risiken …)
© Alex Osterwalder, Flickr.com How are they delivering gains? (funktional, sozial, emotional, Kosten …)
It‘s not just this… …it‘s both together! Image Source: Alex Osterwalder, businessmodelgeneration.com
© marthax, Flickr.com 1. What‘s the spider of your industry? Two things to keep in mind in the process:
…think of a spider graph. key comp. factor 1 key comp. factor 2 key comp. factor 3 … … relative market position relative market position relative market position … …
2. Which type of customer are you targeting? Solution of competition? Ugly work-around / no solution?
© Alex Osterwalder, Flickr.com Now you do it: Design a value proposition for your case.
Thank you! Questions? Julius Parrisius Sales & Mktg @lengoo.de E-Mail: julius.parrisius@lengoo.de Twitter: @jrparrisius Blog: juliusparrisius.wordpress.com

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Value Proposition Canvas (explained)

  • 1. Value Proposition Designer Julius Parrisius Sales & Mktg @lengoo.de E-Mail: julius.parrisius@lengoo.de Twitter: @jrparrisius Blog: juliusparrisius.wordpress.com
  • 2. Image Source: Alex Osterwalder, businessmodelgeneration.com
  • 3. Image Source: Alex Osterwalder, JAM 9 building blocks
  • 4. © Alex Osterwalder, Flickr.com
  • 5. Image Source: Alex Osterwalder, businessmodelgeneration.com
  • 6. © Alex Osterwalder, Flickr.com Goal: product-market fit
  • 7. What jobs is she trying to get done? (functional, social, emotional etc…) © Alex Osterwalder, Flickr.com
  • 8. What pains does she have? (Emotions, cost, situations, risks…) © Alex Osterwalder, Flickr.com
  • 9. What gains is she hoping for? (functional, social, emotional, costs etc…) © Alex Osterwalder, Flickr.com
  • 10. © Alex Osterwalder, Flickr.com On which products/ services is your VP based? (in-/tangible, digital/virtual, financial, …)
  • 11. © Alex Osterwalder, Flickr.com How are they pain killers? (Emotionen, Kosten, Situationen, Risiken …)
  • 12. © Alex Osterwalder, Flickr.com How are they delivering gains? (funktional, sozial, emotional, Kosten …)
  • 13. It‘s not just this… …it‘s both together! Image Source: Alex Osterwalder, businessmodelgeneration.com
  • 14. © marthax, Flickr.com 1. What‘s the spider of your industry? Two things to keep in mind in the process:
  • 15. …think of a spider graph. key comp. factor 1 key comp. factor 2 key comp. factor 3 … … relative market position relative market position relative market position … …
  • 16. 2. Which type of customer are you targeting? Solution of competition? Ugly work-around / no solution?
  • 17. © Alex Osterwalder, Flickr.com Now you do it: Design a value proposition for your case.
  • 18. Thank you! Questions? Julius Parrisius Sales & Mktg @lengoo.de E-Mail: julius.parrisius@lengoo.de Twitter: @jrparrisius Blog: juliusparrisius.wordpress.com