1. Unique Value Proposition Nikos Palavitsinis, Agro-Know 600. Solution & UVP

2. Lean AKademy, Feb-Mar, 2014 601. Reviewing our Interview Results Report on your interview results so far 10’ for each team to briefly report on their findings Practical problems? How were your interviewees? Document their characteristics

3. Lean AKademy, Feb-Mar, 2014 602. Report of Interview Results We put the LC on the wall again Product Risk – What are you solving? Market Risk – Existing Alternatives Customer Risk – Is this a viable customer segment?

4. Lean AKademy, Feb-Mar, 2014 603. How Interviews Affect our LC This is the time to put the new input on the canvas Any other insights? – Channels? – Pricing? – Other details we need to put up there?

5. Lean AKademy, Feb-Mar, 2014 604. Sell it! What is it that you are building and for who? Which are the pains your are addressing? Which are the gains for the customers? It’s NOT about the product It’s about the customer!

6. Lean AKademy, Feb-Mar, 2014 605. What’s your UVP? What is the one compelling message that will make your customers buy your product? – Be different, but make sure your difference matters! – Target early adopters – Focus on finished story benefits – Pick your words carefully & own them! – What, who & why – Study other good UVPs – Create a high-concept pitch

7. Lean AKademy, Feb-Mar, 2014 Example Message = End result customer wants + specific period of time + address objections Hot fresh pizza delivered to your door in 30 minutes or it’s free. You have 10’ to document on a separate A4 paper

8. Lean AKademy, Feb-Mar, 2014 606. Do we have Problem/Market Fit? Do we know who our customers are? Do we have problems that are crucial for our customers? Do we know their current alternatives?

9. Lean AKademy, Feb-Mar, 2014 607. Now What? We move to the next phase of Product/Market Fit We build a demo, we conduct more interviews We collect requirements, refine our demo We try to get to version 1.0 We talk about prices and we try to get the early adopters to pay

10. Lean AKademy, Feb-Mar, 2014 608. Takeaways & Assignments Reflect on the first phase of the Lean Akademy How did the process work? What were the problems? The learning outcomes? What would you like to do differently?

11. Lean AKademy, Feb-Mar, 2014 608. Takeaways & Assignments Final version of… – Lean Canvas – Problems – Alternatives – Customer Archetype – Wiki page with all the above – What we learned as input for AK operations

12. Lean AKademy, Feb-Mar, 2014 Questions?