1. Using Value propositions in the real world
Using the Value Proposition Canvas
to help validate ideas, products, and services

2. Business model canvas A great tool.
Sometimes you don’t need to fill out the entire canvas as it can be overwhelming
Start with identifying your customer segments (all of them)
Describe the value proposition for each of your customer segments

3. Value proposition canvas
VPC
My favorite place to start
If you don’t understand your customer segments and what they want, how can you complete the BMC?
Sometimes you just want to better understand your customers

4. BMC / VPC
The Business Model Canvas helps you create value for your business
The Value Proposition Canvas helps you create value for your customers

5. Goal: Recognize Team Members for living our core values
Real world example
Goal: Recognize Team Members for living our core values
Core Values
Shout-Outs
Far Reach
Huddle
The challenge:
Living core values – how to recognize team members?
We can do that in bi-weekly huddles
How to deliver? Answer: shout-outs

6. What is a hamburger?
A Hamburger is something a team member gives to another team member to recognize them for living our core values
The challenge:
Living core values – how to recognize team members?
We can do that in bi-weekly huddles
How to deliver? Answer: shout-outs

7. Real world example – Our MVP
I’m a college football fan. Many schools have the concept of “stickers” that players add to their helmets for various things.
We created our own personalized board. Team members could then add stickers to our board.
Not really working as well as we had hoped for many reasons, as I’ll mention as we go along.

8. Real world example – Our idea
Huddle Helper App

9. Getting started
Identify the customer segments you are targeting with your product/service
Identify the Value Proposition for each customer segment

10. Getting started Customer Segments Far Reach Team Members
Value Prop: Create a tool that would make giving and receiving hamburgers fun and easy
Chief Hamburglar
Value Prop: Create a tool that would make it easy to tabulate, report, and share hamburger statistics

11. HH - Value proposition
Is there a fit between the customer profile and your value proposition?
Do your products & services meet the customer’s jobs
Which pains are eliminated or reduced by your value proposition?
Which gains are created or enhanced by your value proposition?

12. Customer profile

13. Customer profile - Jobs
What are customers trying to get done in their work and lives?
Functional
Social
Personal/emotional
Supporting
Rank those jobs from most important to least important

14. Customer profile - pains
List bad outcomes, risks, and obstacles related to the customer jobs
Rank the pains by the most painful to least painful

15. Customer profile - gains
List the positive benefits and outcomes the customer segment might experience by using your product/service
Rank the gains by most important to least important

16. Huddle helper - Jobs Team Members
Recognize when a hamburger should be awarded to a team member
Give out the hamburger during the huddle
Remember to give out the hamburgers
Manually write down the hamburger on the team member's board

17. Huddle helper - pains Team Members
Not prepared to award hamburgers when asked during the huddle
Manually writing it on a person's board requires time and remembering to do it
Mostly have to be present to give/receive, so people may not know that they received a hamburger
Each year we have to clear our boards
Not timely

18. Huddle helper - gains Team Members
Save time – make it simple and easy to give/receive hamburgers
More timely
Works for remote employees
It "gamifies" the process
View statistics – filtered by core value, date range, employee
View standings at any time

19. Huddle helper - Jobs Chief Hamburglar
Remember to send out reminder
Manually tally results for all employees
Document results outside of the manual boards

20. Huddle helper - pains Chief Hamburglar
Difficult to track hamburgers stats – by giver, by receiver, by core value
Very manual process for everyone
Takes up time during huddles as people have to think about ideas
Not an easy way to view the feedback
Remote team members or people not present at the huddle usually not included

21. Huddle helper - gains Chief Hamburglar
Hamburgers submitted before the huddle, so no longer have to ask during the meeting
Time savings
View results at any time – could bring up prior results for discussion
Categorized feedback – could make it much more actionable
Remote team members could more easily participate

22. Huddle helper - profile

23. Value proposition

24. Value proposition – Products and services
What are the products and services you are providing to the customer segment?
Rank by relevance, from essential to nice to have

25. Value proposition – pain relievers
Explicitly describe how your products and services alleviate customer pains
Rank by relevance, from essential to nice to have

26. Value proposition – gain creators
Explicitly describe how your products and services creates customer gains
Rank by relevance, from essential to nice to have

27. Huddle helper – products & services
Team Members
Ability to serve a hamburger to a team member any time – open 24/7
Ability to attach a core value
Notification of hamburger sent to the recipient
History of hamburgers – both sent and received
Team members can update their profile

28. Huddle helper – pain relievers
Team Members
Manual process eliminated
Don't have to be present at the huddle to give/send
Historical information available 24/7 from anywhere
Notifications

29. Huddle helper – Gain creators
Team Members
Immediate gratification
More hamburgers = more gratitude
Ability to provide immediate feedback
Ability to give remotely anywhere/anytime
Simplified process

30. Huddle helper – products & services
Chief Hamburglar
Listing of history of hamburgers – both sent and received
Dashboard for the Huddle that provides summary and stats

31. Huddle helper – pain relievers
Chief Hamburglar
Automatic tallying of hamburgers
Views showing results that can be used in the huddle
Reduced the effort involved with managing the process

32. Huddle helper – Gain creators
Chief Hamburglar
Provide insights into which core values are being recognized
Provide insights on which team members are sending / receiving hamburgers
Could easily share the responsibility of "Chief Hamburglar"

33. Value proposition
Is there a fit between the customer profile and your value proposition?
Do your products & services meet the customer’s jobs
Which pains are eliminated or reduced by your value proposition?
Which gains are created or enhanced by your value proposition?

34. Huddle helper

35. Huddle helper

36. Huddle helper

37. Next steps
If you find a fit between the customer profile and your value proposition, you have a problem-solution fit.
Next steps:
Complete the Business Model Canvas to build out your business model
Create a strategy to test your idea
Tip: Identify the riskiest assumption and test that first
Test and gather feedback
Review the test results, make adjustments to your business model, and test
Repeat as needed

38. Value proposition canvas
Questions?

39. Chris Rouw chris@farreachinc.com @chrisrouw
thanks
Chris Rouw
@chrisrouw