1. 10/29 AGENDA Envisioneering goal — 5 minutes Where we are and where you should be — 5 minutes Value proposition presentation — 20 minutes Value proposition exercise — 15 minutes Q&A

2. ENVISIONEERING GOAL Business Goal 1.3 Active team participation in weekly Envisioneering Team product development activities, meeting established guidelines and project presentation/documentation timeline. Metric: 1.Team Participation Build background on key aspects of product development process Consult with Advisory Team as needed for guidance Participate in weekly one-hour working sessions with active engagement in sharing team’s responsibilities 2.Process Learn and understand key components of Product Planning Tool. Learn to focus on customer-centric problem solving Conceptualize a new digital product, aligned with Planning Tool Contribute to project documentation and presentation to Advisory Team Weight : 5%

3. SCHEDULE 10/15: team meeting re. research plan/target segments 10/22 team meeting re. research plan/target segments 10/29 group meeting: value proposition/competitive advantage 11/5 team meeting re. value proposition/competitive advantage 11/12 team meeting re. value proposition/competitive advantage 11/19 group meeting: launch plan/key deliverables 11/26 no meeting 12/3 team meeting re. launch plan/key deliverables 12/10 final team meetings 12/17 presentations

4. excerpted from Sandi Kirshner and Megan Galvin’s Kiawah presentation CREATING A STRONG VALUE PROPOSITION

5. Value Proposition How a product (or service or company) solves a customer problem by delivering specific benefits that the competition does not offer.

6. The Value Proposition is NOT a promise a tag line or catch phrase a positioning statement

7. VALUE PROPOSITION: The Statement Headline around end benefit offered ( What you’re solving ) 2 - 3 bullet points that back up the claim ( How you do it ) 1 - 3 sentences on how the offering is unique ( How you’re better ) “Good value propositions are genuine, authentic, and truly built around the voice of the customer.” – Neil Marquardt

8. NGL SAMPLE National Geographic Exploring Science allows students to gain a deep, long-lasting understanding of Next Generation Science Standards content by utilizing unique imagery and content from National Geographic Explorers. The rich National Geographic content in English and Spanish, compelling imagery, and the introduction of National Geographic Explorers inspire students to learn about and experience how science is practiced in the real world. National Geographic Exploring Science provides science teachers with all of the resources and support needed to meet the rigor of new science standards while delivering expert content focused on engaging student interests. - Submitted by Vincent Grosso

9. CL SAMPLE Aplia for Principles of Management helps you to get your students to think like a manager. Where other solutions simply test comprehension of management principles, Aplia’s unique progression of content leads students through a learning taxonomy. Students start with basic knowledge questions, move to higher level application questions, and end with a case-like question that requires them to make decisions and apply their understanding to show that they can think like a manager – and so you can assess them as one. -Submitted by Erin Joyner

10. Aplia for Principles of Management helps you to get your students to think like a manager. Where other solutions simply test comprehension of management principles, Aplia’s unique progression of content leads students through a learning taxonomy. Students start with basic knowledge questions, move to higher level application questions, and end with a case-like question that requires them to make decisions and apply their understanding to show that they can think like a manager – and so you can assess them as one. What you’re solving How you do it How you’re better and PROVING IT

11. How are you different and why is that valuable?

12. KNOW YOUR COMPETITION Get into their product Create grids/comparison charts Talk to their users Talk to your users What are the competitors claiming?

13. STAKE YOUR CLAIM

14. MORE RESOURCES AND INFO http://www.rocketwatcher.com/blog/2012/08/startu-value-proposition-worksheet.html http://www.inc.com/karl-and-bill/3-rules-of-a-compelling-value-proposition.html http://blog.kissmetrics.com/dominate-your-market/ http://www.impactbnd.com/10-value-propositions-you-wish-you-had/

15. ENVISIONEERING TEAMS Draft a concise value store in two paragraphs or less that identifies the problem you are solving and how you are solving it. What is the value of your product? How does it stand out in the marketplace? How would you want a sales rep to distinguish it? What makes it compelling? Will it delight the customer?

16. Break into groups and come up with a simple value proposition for one of the items to the right Paper clip Post-its Shoelace Zipper Button Safety pin IN-SESSION EXERCISE