1. Business Model Canvas Refinement
©2016 INCubatoredu, NFP

2. How you will critique...
Have they clearly defined their customer segments?
Does each customer segment have a problem?
Do they provide value for each customer segment?
Do you think their relationships can drive their customers to their channels?
Are their revenue streams and cost structure clear?
Have they identified the key components of their business to track?
©2016 INCubatoredu, NFP

3. Unique Value Proposition
BMC
Unique Value Proposition
Solution
Customer Problems
Key Metrics
Customer Segments
Channels
Customer
Relationships
Cost Structure
Revenue Streams
©2016 INCubatoredu, NFP
BMC - Adapted from Ash Mauyra Lean Canvas

4. Unique Value Proposition
CUSTOMER RISK
Unique Value Proposition
Solution
Customer Problems
Key Metrics
Customer Segments
Channels
Customer
Relationships
Cost Structure
Revenue Streams
Can I build a path to the consumers? Is the customer segment big enough to sustain a business?
©2016 INCubatoredu, NFP
BMC - Adapted from Ash Mauyra Lean Canvas

5. Unique Value Proposition
PRODUCT RISK
Unique Value Proposition
Solution
Customer Problems
Existing
Alternatives
Key Metrics
Customer Segments
Channels
Customer
Relationships
Cost Structure
Revenue Streams
Getting the product right. Does it have the right features wanted by the customer? DO we have the skills and knowledge to build the solution. Can we reach our metrics that show our solution solves the problem.
©2016 INCubatoredu, NFP
BMC - Adapted from Ash Mauyra Lean Canvas

6. Unique Value Proposition Existing Alternatives
MARKET RISK
Unique Value Proposition
Solution
Customer Problems
Existing Alternatives
Key Metrics
Customer Segments
Channels
Customer
Relationships
Cost Structure
Revenue Streams
Can we build a viable business? What can we charge and what will it cost?
BMC - Adapted from Ash Mauyra Lean Canvas
©2016 INCubatoredu, NFP

7. What to consider when deciding...
Product Risk - Getting the product right. Does it have the right features wanted by the customer? Do we have the skills and knowledge to build the solution.
Customer Risk - Can I build a path to the consumers? Is the customer segment big enough to sustain a business?
Market Risk - Can we build a viable business? What can we charge and what will it cost?
©2016 INCubatoredu, NFP

8. For entrepreneurs…. what is the biggest risk
For entrepreneurs….what is the biggest risk....where do they think the most change occurs?
Class discuss…..
Identifying risk should not deter them from following a business model. It should identify what assumptions they should start testing first. Build/Test/Learn
Customer and Market Risk are usually the biggest issue and the reason whey investors may not think you have an investable idea. They are looking for PROOF that there are enough people who have the problem and that you can create a business model that makes money…...the product solution is the last to be solved!!
©2016 INCubatoredu, NFP

9. Review of Entrepreneur Top Pitfalls
AVOID
What you can do….
Marketing to everyone
Problems are not specific
A weak Value Proposition
No monetizable pain
Ash Mauyra Video on Pitfalls
Focus on early adoptors
Use 5 whys questioning to get at the real root problem
Needs to be different and matter.
Your model must tell the story who will pay you and why
Pulled from Ash Maurya Video on top 10 pitfalls. Start and stop the video
Option to play video and highlight the pitfalls and how to avoid
3.00min Start of why marketing to everyone is a risk
6.15min Problems not specific enough
7.42 min Have a unique value proposition that matters and stand out to customers. This should be something you test
10.10min What do customers pay today to solve this problem and what will you charge
©2016 INCubatoredu, NFP

10. #1 Pitfall Defer thinking about the product.
AVOID
What your can do…..
Falling in Love with your solution!
Defer thinking about the product.
THINK MVP
What is the fastest way to prove we have a problem to solve and people are will to pay for a solution
Pulled from Ash Maurya Video on top 10 pitfalls. Start and stop the video
Option to play video and highlight the pitfalls and how to avoid
START at 10.54min - Play till
©2016 INCubatoredu, NFP