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Similaire à GIST bootcamp value propositions and customer segments presentation
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GIST bootcamp value propositions and customer segments presentation
- 1. Customer Discovery starts here… Who are your most important customers? What are their archetypes? What job do they want you to get done for them? What customer problems are you helping to solve ? What customer needs are you satisfying?
- 4. What customer problems are you helping to solve ? What customer needs are you satisfying?
- 5. What about my technology / product?
- 6. Your technology/product is one of the many critical pieces necessary to build a company, and is part of the Value Proposition What about my technology / product?
- 7. Customers don’t care about your product… they are trying to solve a problem or satisfy a need. What about my technology / product?
- 8. What, How, Why? Product, Features, Value
- 9. What?
- 10. What? Product
- 11. How?
- 12. How? Features
- 13. Why?
- 14. Why? Value
- 16. Product Features = Value Propositions …but they do deliver it.
- 17. What are some categories of Value Propositions…
- 18. Newness
- 24. Price
- 29. Pain Killers…
- 30. Pain Killers… Solve a Customer Problem
- 31. Gain Creators…
- 32. Gain Creators… Provide for Customer Needs
- 36. Who are your most important customers?
- 37. Who are your most important customers? What are their archetypes?
- 38. Who are your most important customers? What are their archetypes? What job do they want you to get done for them?
- 39. Who are your most important customers? What are their archetypes? What job do they want you to get done for them?
- 40. Why do you want to group customers into Customer Segments?
- 41. Different Customer Segments often have Different Business Models
- 43. Customer Segment #1 Customer Segment #2 Customer Segment #3
- 44. Customer Segments #1, #2, #3
- 45. Customer Segments have Customer Types
- 46. Customer Segments have Customer Types
- 47. Customer Segments have Customer Types • End User
- 48. Customer Segments have Customer Types • End User • Influencer
- 49. Customer Segments have Customer Types • End User • Influencer • Recommender
- 50. Customer Segments have Customer Types • End User • Influencer • Recommender • Decision Maker
- 51. Customer Segments have Customer Types • End User • Influencer • Recommender • Decision Maker • Payer
- 52. Customer Segments have Customer Types • End User • Influencer • Recommender • Decision Maker • Payer • Saboteur
- 53. to understand purchase decision Identify Archetypes
- 54. Business to Business (B2B) vs Business to Consumer (B2C)
- 56. Business to Business …typically have distinct End Users, Decision Makers, Payers, and others.
- 57. Business to Business …typically have distinct End Users, Decision Makers, Payers, and others.
- 58. Business to Business …typically have distinct End Users, Decision Makers, Payers .
- 59. Business to Business …typically have distinct End Users, Decision Makers, Payers, and Others
- 60. Business to Consumer …may as well!
- 64. Market Type
- 65. What kind of market are you entering?
- 66. Existing Re-Segmented New Clone Market Type
- 67. Existing Customers Known Customer Needs Performance Competitors Many Risk Lack of branding, sales and distribution ecosystem Examples Google Market Type
- 68. Existing Re-Segmented Customers Known Possibly Known Customer Needs Performance Better Fit Competitors Many Many if wrong, few if right Risk Lack of branding, sales and distribution ecosystem Market and product re-definition Examples Google Southwest Market Type
- 69. Existing Re-Segmented New Customers Known Possibly Known Unknown Customer Needs Performance Better Fit Transformational Improvement Competitors Many Many if wrong, few if right None Risk Lack of branding, sales and distribution ecosystem Market and product re-definition Evangelism and education cycle Examples Google Southwest Groupon Market Type
- 70. Existing Re-Segmented New Clone Customers Known Possibly Known Unknown Possibly Known Customer Needs Performance Better Fit Transformational Improvement Local Version Competitors Many Many if wrong, few if right None None Risk Lack of branding, sales and distribution ecosystem Market and product re-definition Evangelism and education cycle Misjudge local needs Examples Google Southwest Groupon Baidu Market Type
- 71. Existing Re-Segmented New Clone Customers Known Possibly Known Unknown Possibly Known Customer Needs Performance Better Fit Transformational Improvement Local Version Competitors Many Many if wrong, few if right None None Risk Lack of branding, sales and distribution ecosystem Market and product re-definition Evangelism and education cycle Misjudge local needs Examples Google Southwest Groupon Baidu Market Type
- 72. Rate of customer adoption Market Type Drivers
- 73. Rate of customer adoption Sales and marketing strategies Market Type Drivers
- 74. Rate of customer adoption Sales and marketing strategies Cash requirements Market Type Drivers