Value Proposition Design by Tommaso Di Bartolo
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One of the key reasons why startups fail is the lack of traction. Often, founders struggle to convey the value the product delivers for a specific target group. Watch Tommaso Di Bartolo and his talk on: How to get your customer wanting your product?
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Value Proposition Design by Tommaso Di Bartolo
- 1. How To Get Your Customer Wanting Your Product value based design W www.WhatItTak.es TommasoDiBartolo.com
- 2. InvestorEntrepreneur Tommaso Di Bartolo EN ★★★ IT ★★★ DE ★★★ PT ★★★ ES ★★ FR ★★ speaksstartups Exits II Current I Learning I social Advisor MentorAuthor What It Takes Awesm Ventures twitter / snapchat @todiba linkedin tommasodibartolo bio tommasodibartolo.com
- 4. Why do we need a strong Value Proposition?
- 7. . Did the customer want it? . What real purpose did it serve? . Was there real need or demand for it? . Who would want such as a device and spend money on it?
- 8. Create products primarely based on - Demographics - Affinities - Trends - Technologies
- 9. Customers
- 10. Customers Hire products and services $
- 11. Customers Hire products and services To do a job $
- 12. The product analysis, design and sale should focus on understanding the “JOB” the users try to get done.
- 13. “People don’t want a quarter inch drill, they want a quarter inch hole.” Theodore Levitt - 1962
- 15. Value Proposition Canvas Key Partners Key Activities Value Propositions Customer Relationships Customer Segments Key Resources Channels Cost Structure Revenue Streams Fit W
- 16. Value Proposition Canvas Value Proposition Designer Business Model Canvas Value Proposition Customer Segment Fit W
- 17. Value Proposition Canvas Gain Creators Pain Relievers Products & Services Gains Customer Job(s) Pains Value Proposition Customer Segment W
- 19. Value Proposition Canvas Customer Job(s) W What are the Jobs-To-Be Done of a potential Tesla Buyer?
- 20. Value Proposition Canvas Customer Job(s) W What are the Jobs-To-Be Done of a potential Tesla Buyer? commute to work personal mobility be different from others occasional long dist. trip convey image of success in synch with personal values upper middle class Male $100K+Income
- 21. Job Importance Gains Customer Job(s) Pains Important Insignificant W commute to work personal mobility be different from others occasional long dist. trip convey image of success in synch with personal values
- 22. Pains Value Proposition Canvas Customer Job(s) W What are the Pains (problems, risks, obstacles frustrations, …) of a potential Tesla Buyer?
- 23. Pains Value Proposition Canvas Customer Job(s) W What are the Pains (problems, risks, obstacles frustrations, …) of a potential Tesla Buyer? lack of charging stations fear of dead battery frequent charging maintenance above average
- 24. Pain Severity Gains Customer Job(s) Pains Extreme Moderate W lack of charging stations fear of dead battery frequent charging maintenance above average
- 25. Gains Pains Value Proposition Canvas Customer Job(s) W What are the Gains (required or desired outcomes and benefits) of a potential Tesla Buyer?
- 26. Gains Pains Value Proposition Canvas Customer Job(s) W performance like a sport carWhat are the Gains (required or desired outcomes and benefits) of a potential Tesla Buyer? self-driving design brand recognition compliment from friends
- 27. Gain Relevance Gains Customer Job(s) Pains Essential Nice To Have W performance like a sport car self-driving design brand recognition compliment from friends
- 29. Products & Services Gains Pains Value Proposition Canvas Customer Job(s) W
- 30. Products & Services Gains Pains Value Proposition Canvas Customer Job(s) W options 8 yrs battery warranty Model S 60-85 KW/h commute to work personal mobility be different from others occasional long dist. trip convey image of success in synch with personal values upper middle class Male $100K+Income
- 31. Pain Relievers Products & Services Gains Pains Value Proposition Canvas Customer Job(s) W
- 32. Pain Relievers Products & Services Gains Pains Value Proposition Canvas Customer Job(s) W charging: 45-90 km/h 5+2 seats range 350-450 km lack of charging stations fear of dead battery frequent charging maintenance above average
- 33. Value Proposition Canvas Gain Creators Pain Relievers Products & Services Gains Pains Customer Job(s) W
- 34. Value Proposition Canvas Gain Creators Pain Relievers Products & Services Gains Pains Customer Job(s) W high tech interior 0-60m/h 4,4s-6,2s focus on design and style performance like a sport car self-driving design brand recognition compliment from friends
- 36. Gain Creators Pain Relievers Products & Services Gains Customer Job(s) Pains W FIT Addressing ESSENTIAL customer gains? Addressing EXTREME customer pains?
- 38. and how is that different / unique compared to the competition?
- 40. Ask Me Anything
- 41. 15min Workshop Respond to 3 Triggers Gains Customer Job(s) Pains 1.What are main challenges your customers encounter? 2.What risks do your customers fear? 3.What obstacles are preventing adoption?
- 42. WANT ACCESS ?
- 43. 1 FACEBOOK GROUP: BE.WHATITTAKES Join the invitation only group & Invite 2 friends. DM me when done!
- 46. #awesmtimes
- 47. survey be.whatitTak.es twitter blog whatitTak.es email be.whatitTakes@gmail.com bio tommasodibartolo.com W snapchat @todiba