2. • June 1 - InoVet.it Canvas & Value Proposition
• June 8 - Jobs To Be Done & Business Model
• June 15 - Customer Journey & Marketing
• June 22 - Capability Statement
• June 29 - Revenue Model & Market Fit
• July 6 - Pitch Prep
• July 13 - Pitch Day
AGENDA
5. What
Product or
Service
does your
company
provide?
The Jacksonville Women’s
Business Center (JWBC)
endeavors to create a
new level of innovation
and ignite the
enterprising spirit
through advanced
entrepreneurial
development, education,
extensive resources, and
dynamic networking.
Box
#1
6. Box
#2
What experience do you
have?
Why should people trust you
to buy your product or
service?
• Family of entrepreneurs
• Bachelors degree from
the University of North
Florida in International
Business
7. Box
#3
What motivates you to be
successful?
What motivates you to work
hard?
• Family
• Friends
• Helping others in
need
8. Box
#4
What problem are you
solving?
What are your CUSTOMER'S
jobs to be done?
• Women entrepreneurs that need to
gain knowledge and resources to
start and expand their business
• Start a business, grow their
business, be successful, make
connections
9. Box
#5
Who is your ideal customer?
• Women, 25+
• Lives in Northeast Florida
• Entrepreneur, Business
Owner, or Business
Leader
10. Box
#6
Are you a Treatment or a Solution?
Are you continuously providing a
service to your customer or is
your product or service a one time
solution?
Treatment:
Offering multiple programs to
keep our clients continuously
involved in JWBC
Solution:
Hyperconnected mentoring
Other examples:
- Treatment: Lawn Care Service
- Solution: Sprinkler System
12. A declaration of intent or a
statement that introduces a
company's brand to consumers
by telling them what the
company stands for, how it
operates, and why it deserves
their business.
An innovation, service, or
feature intended to make a
company or product attractive to
customers.
Value Proposition
Definitions
29. Value Proposition
We create unique and
customizable gifts that will
represent your brand in the most
delicious way
30. Your local coffee shop may have a value proposition that’s similar to this one:
We help our local customers to feel good and do good by fueling them up with artisanal coffee in a
community-focused space.
Airbnb
Travelers benefit from a truly local experience and hosts benefit from extra income.
Additional Examples
#12:Value Propositions can be defined as: A company's value proposition tells a customer the number one reason why a product or service is best suited for that particular customer. A value proposition should be communicated to customers directly, either via the company's website or other marketing or advertising materials.
A value proposition is a statement that explains what benefit a company offers, for whom, and why it’s distinctly better than alternatives. Here are examples of compelling value propositions from large, well-known companies:
Apple: “The best experiences. Only on Apple.
- Target Audience: Consumers looking for premium technology products.
- **Value:** Apple emphasizes the unique experience of using their ecosystem, which integrates hardware, software, and services seamlessly. The proposition highlights exclusivity and superior user experience.
Amazon: Earth's most customer-centric company where people can find and discover anything they want to buy online.
- Target Audience: Online shoppers.
- **Value:** Amazon focuses on its vast selection, convenience, and customer-centric approach, which includes features like fast shipping, customer reviews, and easy returns.
Nike: To bring inspiration and innovation to every athlete in the world.
- Target Audience:** Athletes and fitness enthusiasts.
- **Value:** Nike emphasizes innovation and inspiration, positioning itself as a brand that supports all athletes with cutting-edge products and motivational branding.
Google: Organize the world’s information and make it universally accessible and useful.
-Target Audience:** Internet users.
- **Value:** Google’s value proposition revolves around making information accessible and useful to everyone, highlighting its comprehensive search engine capabilities and wide range of services.
Tesla: Accelerating the world's transition to sustainable energy."**
- Target Audience:** Environmentally conscious consumers and tech enthusiasts.
- **Value:** Tesla positions itself as a leader in sustainable energy, focusing on innovative electric vehicles and clean energy solutions to drive environmental change.
Microsoft: Empower every person and every organization on the planet to achieve more.
- Target Audience:** Individuals, businesses, and organizations.
- **Value:** Microsoft’s value proposition centers on empowerment through technology, offering tools and solutions to enhance productivity and enable achievement.
#13:Decision Making Proces:
B2B: The decision-making process is often more complex and involves multiple stakeholders. The value proposition should focus on addressing the specific needs and pain points of the business, emphasizing ROI, efficiency, and productivity improvements.
B2C: The decision-making process is usually quicker and involves fewer people. The value proposition should appeal to individual desires and emotions, focusing on benefits like convenience, quality, and cost-effectiveness.
Value Emphasis:
B2B: Emphasize features like cost savings, time efficiency, scalability, and the ability to integrate with existing systems. The proposition should demonstrate how the product or service can solve specific business problems.
B2C: Highlight benefits such as personal satisfaction, convenience, lifestyle enhancement, and emotional rewards. The proposition should be simple and resonate on a personal level.
Business Model
1. Sales Cycle:
B2B: Longer sales cycles with multiple touchpoints. The business model should include strategies for lead nurturing, relationship management, and a strong sales team to handle complex negotiations.
B2C: Shorter sales cycles with a focus on quick conversions. The business model should emphasize marketing, customer acquisition strategies, and efficient transaction processes.
3. Pricing Models:
B2B: Often involves negotiated pricing, volume discounts, subscription models, or contracts. Pricing can be complex and may require customized quotes.
B2C: Generally fixed pricing with occasional discounts and promotions. Pricing strategies may include tiered options, bundle deals, or freemium models.
Other Differences
Sales Cycle – B@B Longer, More people involved,
#14:We are going to take a look at a B2B small Business
They make brownies with custom logos and messages
#15:The key to using the Value Proposition Canvas effectively is ensuring a strong alignment between the Customer Profile and the Value Map. This means:
Your products and services should directly address the customer jobs.
Your pain relievers should effectively alleviate significant customer pains.
Your gain creators should produce meaningful customer gains.
The Customer Profile helps you understand the target customer segment's needs, behaviors, and expectations. It consists of three parts:
Customer Jobs:
Definition: Customer jobs describe what customers are trying to get done in their work and in their lives.
Types:
Functional Jobs: Tasks or problems customers want to solve (e.g., mowing the lawn, writing a report).
Social Jobs: How customers want to be perceived by others (e.g., looking competent, gaining status).
Personal/Emotional Jobs: How customers want to feel (e.g., secure, happy).
Supporting Jobs: These include jobs customers do as consumers or in support of their main jobs (e.g., purchasing, co-creating).
Pains:
Definition: Pains describe anything that annoys customers before, during, and after trying to get a job done or simply prevents them from getting it done.
Types:
Undesired outcomes, problems, and characteristics: Functional, social, or emotional obstacles.
Obstacles: Things that prevent customers from starting a job or slow them down.
Risks: Potential bad outcomes, including financial, social, and technical risks.
Gains:
Definition: Gains describe the outcomes and benefits customers want.
Types:
Required Gains: Basic expectations without which a solution wouldn’t work.
Expected Gains: Benefits that customers expect in a solution, even if they are not essential.
Desired Gains: Benefits that customers would love to have.
Unexpected Gains: Benefits that go beyond customer expectations and desires.
#16:Value Map
The Value Map helps you outline how your products and services create value for the customer. It consists of three parts:
Products and Services:
Definition: A list of what you offer that helps your customers get their jobs done.
Types:
Physical/Tangible: Goods (e.g., clothing, vehicles).
Intangible: Services (e.g., consulting, customer service).
Digital: Software, apps.
Financial: Loans, insurance.
Pain Relievers:
Definition: How your products and services alleviate specific customer pains.
Examples:
Fixing Underperformance: Solutions that offer better performance.
Eliminating Risks: Reducing or eliminating potential risks.
End-to-end solutions: Offering comprehensive services that reduce complexity.
Gain Creators:
Definition: How your products and services create customer gains.
Examples:
Producing Savings: Cost, time, or effort savings.
Meeting/Exceeding Expectations: Enhancing performance or providing additional benefits.
Making Users' Lives Easier: Simplifying tasks or processes.
#17:What is an example of jobs to be done?
Jobs to Be Done is a theory stating that customers don't buy products, they buy the completed jobs the products help bring about. For example, someone doesn't buy a screwdriver because of its features, they buy what the screwdriver ultimately does for them: helps assemble furniture so their home looks better.
#18:Customer Jobs:
Definition: Customer jobs describe what customers are trying to get done in their work and in their lives.
Types:
Functional Jobs: Tasks or problems customers want to solve (e.g., mowing the lawn, writing a report).
Social Jobs: How customers want to be perceived by others (e.g., looking competent, gaining status).
Personal/Emotional Jobs: How customers want to feel (e.g., secure, happy).
Supporting Jobs: These include jobs customers do as consumers or in support of their main jobs (e.g., purchasing, co-creating).
#20:So what are customer pains? Customer pains or “fears”, many times called pain points, are persistent struggles and challenges customers face in their lives or in their business. From a business perspective, customer pains are an inconvenience on a customer's way to completing their value proposition.
Pain Relievers:
Definition: How your products and services alleviate specific customer pains.
Examples:
Fixing Underperformance: Solutions that offer better performance.
Eliminating Risks: Reducing or eliminating potential risks.
End-to-end solutions: Offering comprehensive services that reduce complexity
#21:Gains describe the outcomes and benefits your customers want. Some gains are required, expected, or desired by customers, and some would surprise them. Gains include functional utility, social gains, positive emotions, and cost savings.
#22:Gain Creators:
Definition: How your products and services create customer gains.
Examples:
Producing Savings: Cost, time, or effort savings.
Meeting/Exceeding Expectations: Enhancing performance or providing additional benefits.
Making Users' Lives Easier: Simplifying tasks or processes.
#24:Products and Services:
Definition: A list of what you offer that helps your customers get their jobs done.
Types:
Physical/Tangible: Goods (e.g., clothing, vehicles).
Intangible: Services (e.g., consulting, customer service).
Digital: Software, apps.
Financial: Loans, insurance.
#25:Gain creators are the positive, improved states of being that come from those features. Also defined as how your product provides, increases, or maximizes benefits for your customer.
#26:Gain Creators:
Definition: How your products and services create customer gains.
Examples:
Producing Savings: Cost, time, or effort savings.
Meeting/Exceeding Expectations: Enhancing performance or providing additional benefits.
Making Users' Lives Easier: Simplifying tasks or processes.
#27:Pain relievers are the negative, annoying states of being that the features remove. Pain relievers describe how exactly your products and services alleviate specific customer pains. They explicitly outline how you intend to eliminate or reduce some of the things that annoy your customers before, during, or after they are trying to complete a job or that prevent them from doing so
#28:Pain Relievers:
Definition: How your products and services alleviate specific customer pains.
Examples:
Fixing Underperformance: Solutions that offer better performance.
Eliminating Risks: Reducing or eliminating potential risks.
End-to-end solutions: Offering comprehensive services that reduce complexity.
