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Value Proposition By Javier Sánchez Serrano (Value Proposition Design…
Value Proposition
By Javier Sánchez Serrano
Will Help to...
Understand the patterns if Value Creation
Leverage the experience and skills of the team
Avoid wasting time in ideas that won't work
Design, test, and deliver what customers want
New Ventures
Main Challenges
Risk running out of money before find the right value proposition
Produce proof that our ideas can work in a limited budget
Main Opportunities
Use speedy decision making and agility to our advantage
Leverage the motivation of ownership as a driver for success
Value Proposition Design Skills
Entrepreneurial Knowledge
Tool Skils
Design Thinking Skills
Customer Emphaty
Experimentation Skills
Canvas
Value Map: Describes features of a specific value Proposition of a Business Model in a more structured and detailed way
Product/Services. It is an enumeration of all products and services your value proposition builds on
Physical / Tangible
Intangible
Digital
Financial
Gain Creators. Describes how products and services create customers gains
Benefits
Desires
Would be surprised by
functional utility
Social gains
Positive emotions
Cost savings
Pain relievers Describe how exactly your products and services alleviate specific customer pains
Customer's Profile: Customer characteristics, A specific Customer Segment in structure and detailed way
Customer Jobs: Consider the context and relevance for customers
Things that customers are trying to get done in their work and their lifes
Functional Jobs
Perform or complete a speficif task
Social Jobs
Want to looks good or gain status
Personal/Emotional Jobs
Want to gain a specific emotional state
Supporting Jobs
Purcharsing and consuming value
Buyer of Value
Cocreator of Value
Transferer of Value
Gains Describes the outcomes and benefits our customers want. Consider Essentian to Nice to have
Required gains
Expected gains
Desired gains
Unspected gains
Pains: Describes anything that annoys our customers , before, during and after trying to get a job done or prevent them from getting a job done. Consider Pain Severity. Be the more specific as possible.
Undesired outcomes, problems, and characteristics
Obstacles
Risks
Ranking pains, gains and jobs