Customer Value Evolu/on (CVE) What is the past/present/future customer value (profitability) as well as trade-‐off for object?
Understand Customer, Problem, and Goal
Learn
This work is licensed under the Crea5ve Commons A9ribu5on-‐NonCommercial-‐ShareAlike License. Dr. Rod King. [email protected] & hLp://businessmodels.ning.com & hLp://twiLer.com/RodKuhnKing
Plan Execute, Sell, and Measure 2 3
4
1
Modern Entrepreneur’s Blueprint for Success: The 4-‐Step Cycle How to Con5nuously Discover and Solve Customer Problems
Customer Value Evolu/on (CVE) What is the past/present/future customer value (profitability) as well as trade-‐off for object?
This work is licensed under the Crea5ve Commons A9ribu5on-‐NonCommercial-‐ShareAlike License. Dr. Rod King. [email protected] & hLp://businessmodels.ning.com & hLp://twiLer.com/RodKuhnKing
OBJECT (Product/Service/OrganizaUon/Industry/Tool/FuncUonality)
Modern Entrepreneur’s Blueprint for Success: Systema/c 4-‐Step Cycle How to Con5nuously Discover and Solve Customer Problems
Problem
Goal
Customer
Understand Customer, Problem, and Goal
Learn
Plan Execute, Sell, and Measure 2 3
4
1
Customer Value Evolu/on (CVE) What is the past/present/future customer value (profitability) as well as trade-‐off for object?
This work is licensed under the Crea5ve Commons A9ribu5on-‐NonCommercial-‐ShareAlike License. Dr. Rod King. [email protected] & hLp://businessmodels.ning.com & hLp://twiLer.com/RodKuhnKing
OBJECT (Product/Service/OrganizaUon/Industry/Tool/FuncUonality)
Modern Entrepreneur’s Blueprint for Success: A Stack of 3 Decks (Stories) How to Con5nuously Discover and Solve Customer Problems
Problem (Constraint)
Goal (Job To Be Done)
Customer (Segment)
Learning
De
ck
Busin
ess
Deck
Custom
er
Deck
Understand Customer, Problem, and Goal
Learn
Plan Execute, Sell, and Measure 2 3
4
1
Example
Real Estate Industry
Customer Value Evolu/on (CVE) What is the past/present/future customer value (profitability) as well as trade-‐off for object?
This work is licensed under the Crea5ve Commons A9ribu5on-‐NonCommercial-‐ShareAlike License. Dr. Rod King. [email protected] & hLp://businessmodels.ning.com & hLp://twiLer.com/RodKuhnKing
Russell Shaw Group’s Blueprint for Success in the Real Estate Industry: Organic 4-‐Step Cycle How to Con5nuously Discover and Solve Customer Problems
OBJECT (Product/Service/OrganizaUon/Industry/Tool/FuncUonality) Real Estate
Understand Customer, Problem, and Goal
Learn
Plan Execute, Sell, and Measure 2 3
4
1
Customer Value Evolu/on (CVE) What is the past/present/future customer value (profitability) as well as trade-‐off for object?
This work is licensed under the Crea5ve Commons A9ribu5on-‐NonCommercial-‐ShareAlike License. Dr. Rod King. [email protected] & hLp://businessmodels.ning.com & hLp://twiLer.com/RodKuhnKing
OBJECT (Product/Service/OrganizaUon/Industry/Tool/FuncUonality) Real Estate
Customer (Segment) q House-‐seller: person/family who
wants to sell house
Problem (Constraint) q Realtors focus on discounts and
seem “uncaring” q Houses take too long to sell q Ge`ng unfavorable price for house
Goal (Job-‐To-‐Be-‐Done) q “I want my home to sell fast.” q “I want to get as much money for
my house as I can.” q “I would like to avoid realtor’s
commissions while reducing risks on my side.”
q “I don’t want to be stuck with a long-‐term contract.”
q Create a “No Hassle Lis5ng:” 4% lisUng fee but seller
has opUon to sell home and owe realtor nothing
q Get the seller the most money in the least Ume and
with the fewest hassle q Provide best service in real estate industry
q Would house-‐seller refer provider of Real Estate product/service to a friend? Why (not)?
Russell Shaw Group’s Blueprint for Success in the Real Estate Industry: Systema/c 4-‐Step Cycle How to Con5nuously Discover and Solve Customer Problems
Understand Customer, Problem, and Goal
Learn
Plan Execute, Sell, and Measure 2 3
4
1
The Modern Enterpreneur’s Blueprint For Success
Menu of InnovaUon Tools
Customer Value Evolu/on (CVE) What is the past/present/future customer value (profitability) as well as trade-‐off for object?
This work is licensed under the Crea5ve Commons A9ribu5on-‐NonCommercial-‐ShareAlike License. Dr. Rod King. [email protected] & hLp://businessmodels.ning.com & hLp://twiLer.com/RodKuhnKing
Modern Entrepreneur’s Blueprint for Success: Menu of Innova/on Tools for Building Businesses How to Con5nuously Discover and Solve Customer Problems
Empathy Map (Customer Persona)
Business Plan
Business Model Canvas
Supply/Value Chain
Strategy Canvas
Trade-‐off Map
Customer Development Methodology
(Field Interviews)
Balanced Scorecard/ Accoun/ng
Lean Startup Methodology
Global Problem Solving (GPS) Canvas
4Ps; Marke/ng/
Sales Funnel
Net Promoter Score
Value Proposi/on Canvas
Valida/on Board
Lean Canvas
5 Forces
Designer’s Arrow of Time (Lifecycle Modeling)
Customer Value Evolu/on (Trend Analysis)
Business Ecosystem Fitness
Universal Problem Solving (Object Design)
Cycle SWOT Analysis
Design Thinking Methodology
Kanban Board
Job To Be Done
3 Generic Strategies Brainstorming
Root-‐Cause Analysis (Fishbone Diagram/Model)
Visual Informa/on Organizers
Brand Value (Posi/oning) Map
Ethnography (Immersion)
Process (SIPOC)/ Workflow Analysis
Storyboard (Dashboard)
Scenario (What if?) Thinking
Scien/fic Process/Experimenta/on (Prototyping/Insights)
Observa/on
CRM
5 Whys
Prototyping/ Pilo/ng
Understand Customer, Problem, and Goal
Learn
Plan 2 3
4
1
Execute, Sell, and Measure
