Startup Braga - value proposition workshop

1. WORKSHOP
Building an Innovative
Value Proposition

2. What is a business?

3. A BUSINESS IS…
1. Creates and delivers something of value . . .
2. That other people want or need . . .
3. At a price they’re willing to pay . . .
4. In a way that satisfies the customer’s needs and
expectations . . .
5. So that the business brings in enough profit to
make it worthwhile

4. BUSINESS PROCESSES
1. Value Creation. Discovering what people need or
want, then creating it.
2. Marketing. Attracting attention and building
demand for what you’ve created.
3. Sales. Turning prospective customers into paying
customers.
4. Value Delivery. Giving your customers what you’ve
promised and ensuring that they’re satisfied.
5. Finance. Bringing in enough money to keep going
and make your effort worthwhile.

5. VALUE THROUGH INNOVATION
So what is innovation?
Connectingthoseunforeseendotsthatothersmiss…
…knowing that the dots you see are not only valid but necessary…
…if the world is to move forward

6. The reason why people
want to
buy your
product/service

7. Tradicional Thinking
Why
How
What
We make great computers
They are simple to use and beautiful
Want to buy one?

8. Disruptive Thinking
People don’t buy what you do, they buy why you do it!
Why
How
What
This ends to create great computers,
cellphones, Mp3 players
How we think different if making our product
beautifully design and user friendly
Everything we do, we believe in thinking different
and challenging the status quo

9. Traditional Thinking
Why
How
What
We suggest you webpages based in your
keywords
We mapped all internet websites
Want to sign-up for a free trial?
Revenue is not the why, is a consequence

10. Disruptive Thinking
Innovative Institutions are Guided by “Why” they do things
Why
How
What
We suggest you webpages based in your
keywords /
We alert you of important mails
We mapped all internet websites /
We map your e-mails
To organize the world's information and make it
universally accessible and useful

11. What is your why?
Want Need Adoption
Target Customer
Your Company
Why How What
Find your purpose that match a problem people real
wants to solve, and find how to provide value to
satisfy their needs

12. What is your why?
Start by discovering your purpose, your “Why”
Make sure your “Why” fits a significant group
of people “Wants” – it is your market
People will buy to you because you allow them
to achieve what they “Want” not what they
“Need”

13. 1. The Drive to Acquire.
2. The Drive to Bond.
3. The Drive to Learn
4. The Drive to Defend
5. The Drive to Feel.
Feature 1
Feature 2

14. How to find what people
want?

15. DESIGN THINKING

16. DESIGN THINKING

17. How to explore design
thinking?

18. DESIGN THINKING PROCESS

19. Building your
Value Proposition

20. Canvas

21. Value Proposition
So what is your Value Proposition?
Valuepropositionisapositioningstatementthat…
…explains what benefit you provide for who…
…and how you do it uniquely well

22. Problem

23. Solution

24. Solution
Look for non-disruptive
disruptions: technologies
that offer game-changing
benefits with minimal
modifications to existing
processes or environments.
Simply put: disruptive
innovation would ideally be
non-disruptive to adopt.

25. Solution

26. Value Proposition
For (target customers)
Who are dissatisfied with (unmeet need/want)
Our product is a (new product)
That provides (key problem-solving capability)
Unlike (the product alternative)

27. Unique Value Proposition
Discontinuous innovations
offer transformative benefits over the status quo by
looking at a problem differently.
What makes it truly compelling — not just to you and your
colleagues, but to your most skeptical customer?
Defensible technology
offers intellectual property that can be protected to
create a barrier to entry and an unfair competitive
advantage.
Disruptive business models
yield value and cost rewards that help catalyze the
growth of a business.

28. Is the problem
worth to be solved?

29. Problem Validation

30. Problem Validation
Is the problem Urgent?
Is it one of the top few priorities for a
company?
In selling to enterprises, you’ll find it hard to
command the attention and resources to get
a deal done if you fall below this line.
*If the answer is yes – then you know you’ll
have the attention of the c-suite.

31. Problem Validation
Is fixing the problem Unavoidable?
Is it driven by a mandate with implications
associated with governance or regulatory
control?
For example, is it driven by a fundamental
requirement for accounting or compliance?
*If the answer is yes – then that group will
likely be a champion.
(it could be car company, pharma company)

32. Problem Validation
Is the problem Unworkable?
Does your solution fix a broken business
process where there are real, measureable
consequences to inaction?
Will someone get fired if the issue is not
addressed?
*If the answer is yes – then that person will
likely be your internal champion.
(it could be the wife, the CFO, the doctor)

33. Problem Validation
Is the problem Underserved?
Is there a conspicuous absence of valid
solutions to the problem you’re looking to
solve?
Focus on the whitespace in a market or
segment.
*If the answer is yes – then you know the
market is primed for the solution.

34. Is the problem a good
market opportunity?

35. Market Validation

36. Startup Braga is an initiative from InvestBraga - Agency for Economic Development.