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QEPro
Interviews
Before the course: 37
During the Week: 30
Total: 67
Team
César Wedemann
Marcelio Leal
Helena Velloso
Available at https://canvanizer.com/canvas/rYCLeWbGCJ1AM
QEPro - Business Model Canvas (Day 1)
QEPro - Here's what we thought (Day 1)
● Many different channels
● Same generic strategies to get, keep, and grow customer...
Keep (Support; Netw.
effect; Switching cost)
QEPro - Business Model Canvas (Day 2)
Brazilian Educational
Departments
- K-1...
Keep (Support; Netw.
effect; Switching cost)
QEPro - Business Model Canvas (Day 3)
Secretary (Mid E.D.)
#Buyer
Website
Get...
Keep Support; Netw.
effect; Switching cost
QEPro - Business Model Canvas (Day 4)
Secretary (Mid E.D.)
#Buyer
Sales Force
G...
QEPro - Channels
Government Procurement
NGO/ Government Partnership
Law number 13.019/2014 (2017)
Direct Sales / Web
Secre...
QEPro - Channels / Get Strategy
Partners (Long)
- Lemann Foundation
(Backed by)
- Itaú F., Airton Senna F.
- Why
- Easier ...
Keep Support; Netw.
effect; Switching cost
QEPro - Business Model Canvas (Day 5)
Secretary (Mid E.D.)
#Buyer
Sales Force
G...
QEPro - Relations in small secretaries
Teacher - User, recommend or
sabotager
Principal - enabler
P1 or Pedagogical Direct...
QEPro - Relations in Large secretaries
Teacher - User, recommend or
sabotager
Principal - enabler
P1 or Pedagogical Direct...
QEPro - Ecosystem
QEPro
Diagnostic Assessments
R$ 100 MM/yr (~US$ 30 MM/yr)Summative
Assessments
R$ 1 Bn/yr
(~US$ 300
MM/y...
QEPro - Big ideas!
1. Schools’ principals are not only part of the process, but also play a decisive role in
terms of enab...
QEPro - What comes next...
● Run the MVP (3 districts) to test our value proposition (product)
● Test the channels and the...
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qepro columbia

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business model, business model canvas, columbia, customer development, lean launchpad, lean startup, steve blank

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qepro columbia

  1. QEPro Interviews Before the course: 37 During the Week: 30 Total: 67 Team César Wedemann Marcelio Leal Helena Velloso
  2. Available at https://canvanizer.com/canvas/rYCLeWbGCJ1AM QEPro - Business Model Canvas (Day 1)
  3. QEPro - Here's what we thought (Day 1) ● Many different channels ● Same generic strategies to get, keep, and grow customers' database ● Just one and generic customer segment ● Pricing model would be per school ● Freemium plan would offer limited features
  4. Keep (Support; Netw. effect; Switching cost) QEPro - Business Model Canvas (Day 2) Brazilian Educational Departments - K-12 - structured and frequent assessments - infrastructure “Help me get information from my students while spending less money, time and reducing complexity” Website Get (Mailing; Landing Page; Partners - FL) Grow (Cases; Partnership; WoM) Revenue Model - B2G (Direct Sales) - B2B (Items, Calibration, Data) Pricing - Subscription plans per school (1-3: free; Up to 10: $ 24.3k / yr; 10+: call us!) Lemann Foundation Law firms Map B2G Sales Proc. Product Onboarding Human Software engineers; Customer Rel. Intellectual Brand; Authority Payroll AWS CBA + Report Gov. Relationship Legal Support to sell, Docs. Infrastructure Office Logistics Suppliers Sales Force
  5. Keep (Support; Netw. effect; Switching cost) QEPro - Business Model Canvas (Day 3) Secretary (Mid E.D.) #Buyer Website Get Partners (FL) Grow (Cases; Partners; WoM) Revenue Model - B2G (Direct Sales) Subscription (per school) Freemium (3) | 4-10 $$$ | > 10 $$$$$ Lemann Foundation Law firms Map B2G Sales Proc. Product Onboarding Human Software engineers; Customer Rel. Intellectual Brand; Authority Payroll AWS CBA + Report Gov. Relationship Legal Support to sell, Docs. Infrastructure Office Logistics Suppliers Sales Force P1 (E.D.) #Influencer, #User Principal (School) #User Secretary (Large E.D.) #Buyer Teacher (School) #User / #Rec. / #Sabot. Reduce complexity and costs Get actionable and updated information about students Reduce time in scoring assessments Reduce complexity and costs Get Mailing; Landing Page; Mid/Long term: B2B (Items, Calibration, Data), Diagnostic assessment Buying committee #Buyer Follow technical guidelines
  6. Keep Support; Netw. effect; Switching cost QEPro - Business Model Canvas (Day 4) Secretary (Mid E.D.) #Buyer Sales Force Get Partners (FL) Grow Cases; Partners; WoM Revenue Model B2G (Direct Sales) Subscription R$ 3-5/student per year, with a freemium model for the first 3 schools Lemann Foundation Law firms Map B2G Sales Proc. Product Onboarding Human: Software engineers; Cust. Rel. Intellectual: Brand; Authority Payroll AWS CBA + Report Gov. Relationship Legal: Selling support, Docs. Infrastructure Office Logistics Suppliers Website P1 (E.D.) #Influencer, #User Principal (School) #User Secretary (Large E.D.) #Buyer Teacher (School) #User / #Rec. / #Sabot. Reduce complexity and costs Get actionable and updated information about students Reduce time in scoring assessments Reduce complexity and costs Get Mailing; Landing Page Mid/Long term: B2B (Items, Calibration, Data), Diagnostic assessment Items Items
  7. QEPro - Channels Government Procurement NGO/ Government Partnership Law number 13.019/2014 (2017) Direct Sales / Web Secretary (Mid E.D.) #Buyer Secretary (Large E.D.) #Buyer P1 (E.D.) #Influencer, #User Teacher (School) #User / #Rec Influences Recommend Small Agreements B2G - Direct Sales Subscription per Student ● Variable (Ranges) ● Free (up to 3 schools) ○ Items Mid/Long term: B2B (Items, Calibration, Data), Diagnostic assessment Cost (Product, Acq, etc.) Selling Costs Legal Costs R&D Business Model Rein- vestment
  8. QEPro - Channels / Get Strategy Partners (Long) - Lemann Foundation (Backed by) - Itaú F., Airton Senna F. - Why - Easier access - Authority Mailing (Mid) - QEdu (> 6k users) - QEdu Redes ( 2.5k users) - Why - Qualified leads - Know us Landing Page (Short) - Call for Proposals - Early adopters - Why - Scarcity - Control the growth
  9. Keep Support; Netw. effect; Switching cost QEPro - Business Model Canvas (Day 5) Secretary (Mid E.D.) #Buyer Sales Force Get Partners (FL) Grow Cases; Partners; WoM Revenue Model B2G (Direct Sales) Subscription R$ 3-5/student per year, with a freemium model for the first 3 schools Lemann Foundation Law firms Map B2G Sales Proc. Product Onboarding Human: Software engineers; Cust. Rel. Intellectual: Brand; Authority Payroll AWS CBA + Report Acquire good items Legal: Selling support, Docs. Infrastructure Office Logistics Suppliers Website P1 (E.D.) #Influencer, #User Principal (School) #User Secretary (Large E.D.) #Buyer Teacher (School) #User / #Rec. / #Sabot. Reduce complexity and costs Get actionable and updated information about students Reduce time in scoring assessments Reduce complexity and costs Get Mailing; Landing Page Mid/Long term: B2B (Items, Calibration, Data), Diagnostic assessment Items Items Gov. Relationship Reduce the logistics complexity
  10. QEPro - Relations in small secretaries Teacher - User, recommend or sabotager Principal - enabler P1 or Pedagogical Director - influencer and user Secretary of education (buyer and influencer) Students - users QPRO
  11. QEPro - Relations in Large secretaries Teacher - User, recommend or sabotager Principal - enabler P1 or Pedagogical Director - influencer and user Secretary of education (buyer and influencer) - here you might be introduced to the secretary or to an internal influencer Students - users QPRO Influencer has to introduce secretary to Qpro
  12. QEPro - Ecosystem QEPro Diagnostic Assessments R$ 100 MM/yr (~US$ 30 MM/yr)Summative Assessments R$ 1 Bn/yr (~US$ 300 MM/yr) Teachers' Trainning R$ 500 MM/yr (~US$ 150 MM/yr) EdTech Validating...
  13. QEPro - Big ideas! 1. Schools’ principals are not only part of the process, but also play a decisive role in terms of enabling the assessment processes 2. The instrument to buy something like QEdu Provas will most likely be through… a. Public Call for Proposal (PCC) b. If less than R$ 8k, PCC might not be required c. Bundle with some teachers’ training activity d. Partners with grant makers (e.g.: BID) 3. In terms of pricing model… a. Freemium model (first three schools use the platform for free) b. Charge per student c. R$ 3-5 / student per year appears to be a reasonable price 4. There’s a considerable difference between large and mid educational departments. Therefore, they need to be treated differently 5. B2G requires relationship building 6. The problem we are trying to solve is extremely critical
  14. QEPro - What comes next... ● Run the MVP (3 districts) to test our value proposition (product) ● Test the channels and the get strategies ● Test the new types of agreements for NGOs ● Find new ways to get more items (resource) and unlock new types of assessments ● Build a strong relationship with the new secretaries (2017 new administration)

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