1. Value Proposition Canvas Introduction

2. Quick Review Future scenarios Action items University view Faculty and student perspectives

3. What should we do with all of the data and information? How do we make sense of it?

4. How might we enhance our value? How might we create new value?

6. Value Proposition... the combination of products and services that create value for a particular customer segment.

7. Products + Services... the combination of products and services that create value for a particular customer segment.

8. Customers... the combination of products and services that create value for a particular customer segment.

9. Customer Profile MapValue Map

10. Value Proposition Canvas Part One: Customer Profile Map

12. Customer Profile Map: Jobs What things are your customers trying to get done in their work or in their life?

14. Customer Profile Map: Gains What the outcomes or benefits that your customers want? (e.g. social gains, positive emotions, cost savings)

16. Customer Profile Map: Pains What annoys your customers or prevents them from getting their jobs done?

17. Value Proposition Canvas Part One: Customer Profile Map ACTIVITY

18. Instructions Discuss jobs, pains, gains – Connect to your customer segment Use the “trigger” questions in your folder Write ideas on sticky notes – One idea per sticky note Add notes to the customer profile map Time: 45 minutes

19. Value Proposition Canvas Part One: Customer Profile Map DEBRIEF

20. Debrief Pair up with another group Share the five most interesting ideas from each section Ask clarifying questions Time: 10 minutes (5 minutes each)

21. Value Proposition Canvas BREAK

22. Value Proposition Canvas Part Two: Value Map

24. Value Map: Products & Services What products or services do you offer that your customer would be interested in?

26. Value Map: Gain Creators How do your products create customer gains? How will you produce the outcomes your customer wants?

28. Value Map: Pain Relievers How do your products alleviate customer pains? How will you reduce the frustrations your customer experiences?

29. Value Proposition Canvas Part Two: Value Map ACTIVITY

30. Instructions Discuss products and services, pain relievers, gain creators Use the “trigger” questions in your folder Write ideas on sticky notes – One idea per sticky note Add notes to the value map Time: 30 minutes

31. Value Proposition Canvas Part Two: Value Map REFLECTION

32. Instructions As a group select two (2) of your most promising ideas/opportunities – What gains do they create? – What pains do they solve? Be prepared to share Time: 15 minutes

33. Value Proposition Canvas Part Two: Value Map DEBRIEF

34. Debrief State your customer segment Share your most promising idea with the group – What does it do for the customer? Time: 2 minutes

35. Value Proposition Canvas Next steps

36. Transcribe the canvases Draft value proposition statements to reflect on tomorrow