IONISX 2022 Customer Centricity VPC

BEE CARS

VALUE PROPOSITION

PROBLEM / CUSTOMER

“SALESMANSHIP IS DEAD. WE ARE NOW IN THE AGE OF CUSTOMER OBSESSION.”

Fernando Colosimo Noteworthy - The Journal Blog

VALUE PROPOSITION CANVAS

CUSTOMER PROFILE Gains

Customer Jobs

Pains

VALUE PROPOSITION CANVAS

VALUE MAP Gain Creators

Products & Services

Pain Relievers

VALUE PROPOSITION CANVAS

TOOL FOR CREATING A PRODUCT TO MARKET FIT VALUE PROPOSITION

CUSTOMER SEGMENT

PROBLEM / CUSTOMER

IF THE ONLY TOOL YOU HAVE IS A HAMMER, YOU TEND TO SEE EVERY PROBLEM AS A NAIL. Abraham Maslow Psychologist

VALUE PROPOSITION CANVAS

4 XU

Unworkable Underserved Urgent Unavoidable

VALUE PROPOSITION CANVAS

PAIN / GAIN IN YOUR FACE

HIDING

NICE TO HAVE

SCREAMING NEED

STRATEGY

VALUE PROPOSITION CANVAS

▸ Creating services and products that people actually want

VALUE PROPOSITION CANVAS

CREATE A COMMON UNDERSTANDING AND TERMINOLOGY

VALUE PROPOSITION CANVAS

FOCUSING One map per Value Proposition Focus on one proposition per map Focus on one customer segment per map Create a new map for a different Value Proposition

VALUE PROPOSITION CANVAS

SELECTING AND UN-SELECTING ‣ Also about not alleviating every pain ‣ Not targeting every pain ‣ Not focusing may mean you fail to deliver.

VALUE PROPOSITION CANVAS

MINIMUM VIABLE PRODUCT

Minimum Viable Product

VALUE PROPOSITION CANVAS

STORY TELLING ‣ Approach storytelling as a driven activity ‣ Use imagery to engage audience ‣ Structure message for maximum impact

BEE CARS

VALUE PROPOSITION

The Journey 12 March Immersion

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19 March

31 March

Q&A

12 March Zoom session ends at 13:0