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Value Proposition Design UCC IGNITE

Raomal Perera
Raomal Perera

This document provides an overview of value proposition design and business model innovation presented by Raomal Perera. It discusses key concepts like the business model canvas, value proposition canvas, jobs to be done framework, and outcome-driven innovation. It emphasizes the importance of understanding customer needs and designing value propositions that create fit. Additional resources on business models and strategy tools are provided. The document also lists upcoming workshops from Raomal Perera on topics like fund raising, leadership, business model innovation, and building startups.

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RAOMAL PERERA raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor VALUE PROPOSITION DESIGN #BMGEN
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www.Facebook.com/LeanDisruptor 4
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8 Google Trends 8
9 BUSINESS MODEL INNOVATION
What is a business model? A business model describes the rationale of how an organisation Creates, Delivers and Captures value 10
Why we need a shared language for business models? 11 https://strategyzer.com/academy/cours e/business-models-that-work-and- value-propositions-that-sell/1/1 Note: You may need to license the online learning tool on Strategyzer to view this clip from Osterwalder
Use of BMC in Established Companies IMPROVE ----------------------------------INVENT Know Problem/Know Solution -Unknown Problem/Unknown Solution ------EXECUTE -------------------------SEARCH------------ 12
Business Model Innovation 13
Business Model Innovation 14
15 It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change. - Charles Darwin
Getting from Business Idea to Business Model 16
17
1818
Studies comparing successful and unsuccessful innovation have found that the primary discriminator was the degree to which the user needs were fully understood. David Garvin, Harvard Business School 19
20 20
21 The Business Model Canvas (BMC) helps you create value for your business The Value Proposition Canvas helps you create value for your customer
Zooming into the Value Proposition 22
23
24 Observe
Clayton Christensen 25 Jobs to be Done If you understand the job, how to improve the product becomes just obvious
Jobs To Be Done Functional Job Get a task done e.g. business travel: accommodation, appointment, eat, sleep Emotional Job How the customer wants to feel e.g. business travel: stay connected with home, stay safe Social Job How the customer wants to be perceived e.g. business travel: look good with clients Supporting Job Purchasing and consuming value - e.g. business travel: reserve accommodation 26
Jobs To Be Done Generic jobs Search or seek information Fix or repair something Satisfy my emotional needs Protect property or information Achieve objective efficiently Compare or evaluate alternative Offer somebody else advice Convey an image (of success) Transfer ownership rights Evaluate performance Achieve main objective Reduce stress 27
People buy products and services to get jobs done. As people complete these jobs, they have certain measurable outcomes that they are attempting to achieve. It links a company's value creation activities to customer-defined metrics. - Ulwick OUTCOME-DRIVEN INNOVATION 28
29 Design
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3131
3232
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息 2004 Valista Ltd. confidential information.37
Studies comparing successful and unsuccessful innovation have found that the primary discriminator was the degree to which the user needs were fully understood. David Garvin, Harvard Business School 38
The Fit Between the Value Proposition and the Customer Profile for Hilti's Fleet Management Service 39 https://strategyzer.com/training/course s/business-models-that-work-and- value-propositions-that-sell/5/4/2 Note: You may need to license the online learning tool on Strategyzer to view this clip from Osterwalder
raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor RAOMAL PERERA THANK YOU!
41 APPENDIX
Additional Resources: Books 42
Additional Resources Books 43 Books: Key Strategy Tools 80+ tools for every manager to build a winning strategy The Business Model Navigator The 55 Models that will revolutionize your business Gassmann, Frankenberger & Csik What Customers Want Using Outcome- Driven Innovation to Create Breakthrough Products and Services Ulwick
Additional Resources 44 BMC Online Tools: Strategyzer https://canvanizer.com/ (free tool) Stattys Notes; http://www.stattys.com/ - A new generation of adhesive notes with a unique "Write and 際際滷" function.
45 WORKSHOPS
Fund Raising for Entrepreneurs 46
Building Emotional Capital for Leadership 47
Business Model Innovation 48
How to Build a Startup 49
raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor RAOMAL PERERA THANK YOU!

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Value Proposition Design UCC IGNITE

  • 1. RAOMAL PERERA raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor VALUE PROPOSITION DESIGN #BMGEN
  • 2. 2
  • 3. 3
  • 5. 5
  • 6. 6
  • 7. 7
  • 10. What is a business model? A business model describes the rationale of how an organisation Creates, Delivers and Captures value 10
  • 11. Why we need a shared language for business models? 11 https://strategyzer.com/academy/cours e/business-models-that-work-and- value-propositions-that-sell/1/1 Note: You may need to license the online learning tool on Strategyzer to view this clip from Osterwalder
  • 12. Use of BMC in Established Companies IMPROVE ----------------------------------INVENT Know Problem/Know Solution -Unknown Problem/Unknown Solution ------EXECUTE -------------------------SEARCH------------ 12
  • 15. 15 It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change. - Charles Darwin
  • 16. Getting from Business Idea to Business Model 16
  • 17. 17
  • 18. 1818
  • 19. Studies comparing successful and unsuccessful innovation have found that the primary discriminator was the degree to which the user needs were fully understood. David Garvin, Harvard Business School 19
  • 20. 20 20
  • 21. 21 The Business Model Canvas (BMC) helps you create value for your business The Value Proposition Canvas helps you create value for your customer
  • 22. Zooming into the Value Proposition 22
  • 23. 23
  • 25. Clayton Christensen 25 Jobs to be Done If you understand the job, how to improve the product becomes just obvious
  • 26. Jobs To Be Done Functional Job Get a task done e.g. business travel: accommodation, appointment, eat, sleep Emotional Job How the customer wants to feel e.g. business travel: stay connected with home, stay safe Social Job How the customer wants to be perceived e.g. business travel: look good with clients Supporting Job Purchasing and consuming value - e.g. business travel: reserve accommodation 26
  • 27. Jobs To Be Done Generic jobs Search or seek information Fix or repair something Satisfy my emotional needs Protect property or information Achieve objective efficiently Compare or evaluate alternative Offer somebody else advice Convey an image (of success) Transfer ownership rights Evaluate performance Achieve main objective Reduce stress 27
  • 28. People buy products and services to get jobs done. As people complete these jobs, they have certain measurable outcomes that they are attempting to achieve. It links a company's value creation activities to customer-defined metrics. - Ulwick OUTCOME-DRIVEN INNOVATION 28
  • 30. 3030
  • 31. 3131
  • 32. 3232
  • 33. 3333
  • 34. 3434
  • 35. 3535
  • 36. 3636
  • 37. 息 2004 Valista Ltd. confidential information.37
  • 38. Studies comparing successful and unsuccessful innovation have found that the primary discriminator was the degree to which the user needs were fully understood. David Garvin, Harvard Business School 38
  • 39. The Fit Between the Value Proposition and the Customer Profile for Hilti's Fleet Management Service 39 https://strategyzer.com/training/course s/business-models-that-work-and- value-propositions-that-sell/5/4/2 Note: You may need to license the online learning tool on Strategyzer to view this clip from Osterwalder
  • 40. raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor RAOMAL PERERA THANK YOU!
  • 43. Additional Resources Books 43 Books: Key Strategy Tools 80+ tools for every manager to build a winning strategy The Business Model Navigator The 55 Models that will revolutionize your business Gassmann, Frankenberger & Csik What Customers Want Using Outcome- Driven Innovation to Create Breakthrough Products and Services Ulwick
  • 44. Additional Resources 44 BMC Online Tools: Strategyzer https://canvanizer.com/ (free tool) Stattys Notes; http://www.stattys.com/ - A new generation of adhesive notes with a unique "Write and 際際滷" function.
  • 46. Fund Raising for Entrepreneurs 46
  • 47. Building Emotional Capital for Leadership 47
  • 49. How to Build a Startup 49
  • 50. raomal@LeanDisruptor.com | @raomal @LeanDisruptor | www.facebook.com/LeanDisruptor RAOMAL PERERA THANK YOU!