Creating Compelling Value Propositions for Busy Professionals

Developing the value proposition. Assignment: Review the overall example (next page) Review the customer-side descriptions (page 3) Complete the customer-side for your persona (page 4) Review the product-side descriptions (page 5) Complete your product-side (page 6) Bring the two sides together on page 8 Acknowledgements to Strategyzer AG (strategyzer.com) responsible for some of the material used in the training module. Note that the tool used in Mashauri is not the same as the value proposition canvas Zimele Vezi MENTORED BY MASHAURI

The benefits that our solution creates Benefits Still do good work Relations hip with kids Have enough time Sleep well System to book time Focus on priorities Less stress Offer guidance Less guilt Kids with direction Success metrics Have fun Appreciat e life Spend time with kids Customer jobs Our product & related features Trying to find spare time Manage expectatio ns of all Quality activities System to prioritise Letting people down Regular not one- off Not time Less or no guilt Positive habit forming Do a poor job Have +ve relationshi ps Guilt Problems The problem that our solution will resolve Segment Busy professionals Venture: Time-4-Goals Persona name: Freddy Value Proposition Development MENTORED BY MASHAURI

Gains describe the outcomes and benefits your customers want. Some gains are required, expected, or desired by customers, and some would surprise them. Gains include functional utility, social gains, positive emotions, and cost savings. Gains Jobs describe the things your customers are trying to get done in their work or in their life. A customer job could be the tasks they are trying to perform and complete, the problems they are trying to solve, or the needs they are trying to satisfy. Customer jobs Pains describe anything that annoys your customers before, during, and after trying to get a job done or simply prevents them from getting a job done. Pains also describe risks, that is, potential bad outcomes, related to getting a job done badly or not at all. Pains MENTORED BY MASHAURI

Preferably conduct this exercise off line with whiteboards or flip charts and your co-founders / colleagues. Then capture the information onto this page Benefits when the task gets done 1. Select a market segment (refer to your customer empathy map) and name your customer 2. On yellow stickies , describe what task they are trying to get done 3. On orange stickies , describe what are their biggest benefits 4. On blue stickies , describe their biggest problems 5. Order them in importance to the customer (top to bottom). You can do that on this page or copy the stickies and do the ordering on another page. Ease of access to products More leisure time Synchroniz ation between service delivery On Ease of access demand time scheduling Communication between driver & customer Receive things quicker & cheaper Customer task Spend more money travelling Late Ease of use deliveries More time wasted on the road No lengthy fill out forms Wait for next schedule delivery Frustration Problems when task is not done satisfactorily MENTORED BY MASHAURI

The benefits that our solution creates Gain Creators describe how your products and services create customer gains. They explicitly outline how you intend to produce outcomes and benefits that your customer expects, desires, or would be surprised by, including functional utility, social gains, positive emotions, and cost savings. Our product & related features Pain relievers describe how exactly your products and services alleviate specific customer pains. They explicitly outline how you intend to eliminate or reduce some of the things that annoy your customers before, during, or after they are trying to complete a job or that prevent them from doing so. The problem that our solution will resolve MENTORED BY MASHAURI

Preferably conduct this exercise off line with whiteboards or flip charts and your co-founders / colleagues. Then capture the information onto this page Benefit creators Earn more money A platform where products and services meet 1. On yellow stickies , describe what solution or products & services you plan to provide 2. On orange stickies , state what problems will be relieved. 3. On blue stickies , describe what benefits will be created. Order them in importance (top to bottom). (You can do that on this page or copy the stickies and do the ordering on another page). More leisure time Cheaper costs Speed of service Solve the time issue Save more money Your solution Create a network of deliveries Cut the costs Create a network between companies and customers Better time manageme nt Pin point where your product is More income Price manageme nt On demand delivery Problem relievers MENTORED BY MASHAURI

Pulling the two sides of the value proposition together 1. Review example on next page 1. Copy and paste customer side of proposition on next page (maintain position) 1. Copy and paste product side of proposition on next page (maintain position) 1. Complete venture, segment and example name MENTORED BY MASHAURI

Segment Customer/Driver Name: Tom/John Venture: Service Delivery Value Proposition Development MENTORED BY MASHAURI