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    6 Ing4007 c12 Formatos Propuesta de Valor

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    Alvaro Huenchullan Navarro
    This document contains templates and examples for writing value propositions and high-level pitches for products and companies. It includes templates from Geoff Moore, Steve Blank, David Cowan, Dave McClure, Simon Sinek, Clay Christensen, and others. The templates provide guidance on focusing on the customer problem and solution, benefits over features, keeping it concise and easy to understand.

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    6 Ing4007 c12 Formatos Propuesta de Valor

    Uploaded by

    Alvaro Huenchullan Navarro
    40 views1 page
    This document contains templates and examples for writing value propositions and high-level pitches for products and companies. It includes templates from Geoff Moore, Steve Blank, David Cowan, Dave McClure, Simon Sinek, Clay Christensen, and others. The templates provide guidance on focusing on the customer problem and solution, benefits over features, keeping it concise and easy to understand.

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    This document contains templates and examples for writing value propositions and high-level pitches for products and companies. It includes templates from Geoff Moore, Steve Blank, David Cowan, Dave McClure, Simon Sinek, Clay Christensen, and others. The templates provide guidance on focusing on the customer problem and solution, benefits over features, keeping it concise and easy to understand.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    40 views1 page

    6 Ing4007 c12 Formatos Propuesta de Valor

    Uploaded by

    Alvaro Huenchullan Navarro
    This document contains templates and examples for writing value propositions and high-level pitches for products and companies. It includes templates from Geoff Moore, Steve Blank, David Cowan, Dave McClure, Simon Sinek, Clay Christensen, and others. The templates provide guidance on focusing on the customer problem and solution, benefits over features, keeping it concise and easy to understand.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 1

    Value

    Proposition
    Templates
    Geoff Moore’s Value Positioning Statement Venture Hacks High-Concept Pitch
    For (target customer) who (statement of the need or opportunity) [Proven industry example] for/of [new domain]
    our (product/service name) is (product category) that (statement
    of benefit). Flickr for video.
    Friendster for dogs.
    For non-technical marketers who struggle to find return on investment in The Firefox of media players.
    social media our product is a web-based analytics software that translates Jaws but in space.
    engagement metrics into actionable revenue metrics.

    Vlaskovits & Cooper’s CPS


    Steve Blank’s XYZ
    (who your customer is) (what problem you’re solving for the
    We help X do Y doing Z customer) (what is your solution for the problem)

    We help non-technical marketers discover return on investment in social Customer: I believe my best customers are small and medium-sized
    media by turning engagement metrics into revenue metrics. business (SMB) markets.
    Problem: Who cannot easily measure campaign ROI because existing
    solutions are too expensive, complicated to deploy, display a dizzying
    array of non-actionable charts.
    David Cowan’s Pitchcraft Solution: Low cost, easy to deploy analytics system designed for non-
    technical marketers who need actionable metrics.
    Highlight the enormity of the problem you are tackling.
    Tell the audience up front what your company sells.
    Distill the differentiation down to one, easy-to-comprehend
    sentence.
    Dave McClure’s Elevator Ride
    Establish credibility by sharing the pedigree of the entrepreneurs,
    Short, simple, memorable; what, how, why.
    customers, or the investors.
    3 keywords or phrases + KISS (no expert jargon)
    One person dies of melanoma every 62 minutes.
    Mint.com is the free, easy way to manage your money online.
    We offer a dermatoscope app for iPhone that enables people to easily
    diagnose their skin,
    leveraging patented pattern recognition technology trusted by the World
    Health Organization. The VAD Approach
    [verb; application; differentiator]
    Simon Sinek’s WHY Share PowerPoint and Keynote slides including audio (Slideshare).
    Create and write blogs via email (Posterous).
    Why: ___________
    Make VOIP calls easily and cheaply (JaJah).
    How: ___________
    What: ___________

    Why: In everything we do, we believe in challenging the status quo. We The Minto Pyramid aka SCQA
    believe in thinking differently.
    How: The way we challenge the status quo is by making our products Situation - describe what is the current situation
    beautifully designed, simple to use, and user friendly. Complication - describe the issue in the situation
    What: We just happen to make computers. Question - describe the question in response to the issue
    Answer - suggest answer to ease out or mitigate the issue

    Clay Christensen’s Jobs-to-be-done With the rise of smartphones and online video the use of data has
    exploded.
    Action verb: _________ Consequently, wireless networks become congested and slow.
    How can mobile operators increase their quality of service?
    Object of action: _________
    Our patented routing algorithm helps mobile operators radically increase
    Contextual identifier: _________. throughput.
    “Manage personal finances at home”. (Mint.com)
    “Preserving fun memories.” (Kodak’s Funsaver)
    “Listen to music while jogging.” (iPod)

    “Here’s what our product can do” is very different from


    “Here’s what you can do with our product” (Jason Fried) ‑ Think BENEFITS over FEATURES
    This UVP template sheet has been assembled by Le Shift (le-shift.co) from Tor Gronsund’s article “7 Proven Templates for Writing Value Propositions That Work”

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