1. Presentation 2 Assigned 9/17/15 Due 9/24/15 Value Proposition

2. Homework due for next week *Watch lesson 2: Value Proposition http://youtu.be/QncLTCNi0U8 Talk to at least 10 potential customers to generate findings! Read Osterwalder Value Proposition Canvas at: http://businessmodelalchemist.com/blog/2012/09/test-your-value-proposition-supercharge-lean-startup-and-custdev- principles.html Review Examples on Market Size and Hypothesis Testing http://www.slideshare.net/sblank/presentation-examples-for-class-2-mkt-size-and-hypotheses-testing Review Examples of Value Propositions http://www.slideshare.net/sblank/mentor-update-1-value-prop-mentor-slides Update your canvas on Canvanizer Extra Material Watch Big Markets/Big Ideas video (9:28) https://www.youtube.com/watch?v=05CLxVhSJyIhttps://www.youtube.com/watch?v=05CLxVhSJyI How to Find Customers video (7:37) https://www.youtube.com/watch?v=yeTiGc4pFK4https://www.youtube.com/watch?v=yeTiGc4pFK4 What to Ask video (6:58) https://www.youtube.com/watch?v=Gglo3sGPjzkhttps://www.youtube.com/watch?v=Gglo3sGPjzk

3. Purpose The purpose of this section (Value Proposition) is for you to understand: * It’s not about my invention.” * It’s all about my business model.” * The majority of product features are never used by customers. * The MVP and customer development eliminate waste in time/cash. * Engineers love to add features. * The goal of the MVP is to find the minimum feature set. * The difference in MVP for a physical product versus the low and high fidelity MVPs for a web/mobile product. * Why customer development can’t be done with Waterfall engineering but needs an Agile Development process.

4. 2 nd Presentation Focus: Value Proposition Due next week Talk to at least 10 potential customers to generate findings! These presentations should only last 5-6 minutes each. This type of presentation is more informational than “pitch” oriented. The purpose is to explain the work you have done, your results, and the work you plan to do moving forward. Your presentation should have the following six slides. Slide 1: Title Slide Slide 2: Business Model Canvas with any changes marked in red (example given for slide 2) and multi-sided markets shown in different colors - if it applies (example given for this situation) Slide 3: Identify Market Size (TAM/SAM/Target/Year 1-3 Slide 4: Value Proposition Canvas, see http://businessmodelgeneration.com/downloads/value_proposition_canvas.pdfhttp://businessmodelgeneration.com/downloads/value_proposition_canvas.pdf What are the products/services, pain relievers, gain creators? What is the MVP you will test? Slide 5: What were your experiments to test Value Proposition? Slide 6: What did you learn about your Value Proposition from talking to your first customers? Hypothesis: Here’s what we Thought Experiments: Here’s what we Did Results:Here’s what we Found Action:Here’s what we are going to do Next Some of the slides are examples of how your slides should appear. The blue font is instructional,. Some of the slides shown do not have graphic examples. Follow the instructions on the slides. For some of them, you may need to create visual examples.

5. Slide 1

6. Slide 2 Changes to Canvas in Red

7. Example of Multi-sided Market for the Canvas Slide 2 Another Example Changes to Canvas in Red Font If you have multi-sided markets, show those in different colors like below (blue/red examples)

8. Market Size Slide 3

9. Another Example

10. Slide 4 Value Proposition Canvas Detail the Pains and Gains (you may or may not have a two-sided or multi-sided market, as in this example

11. What were your experiments to test Value Proposition (sample diagram below)? Slide 5 Experiments

12. Learning Hypothesis: Here’s What We Thought Experiments: Here’s What We Did Results: Here’s What We Found Action: Here’s What We Are Going To Do Next Slide 6