GIST bootcamp value propositions and customer segments presentation
-
Upload
missmandy33 -
Category
Business
-
view
236 -
download
3
Transcript of GIST bootcamp value propositions and customer segments presentation
![Page 1: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/1.jpg)
Customer Discovery starts here…
Who are your most important customers?
What are their archetypes?
What job do they want you to get done for them?
What customer problems are you helping to solve ?
What customer needs are you satisfying?
![Page 2: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/2.jpg)
Value Propositions
![Page 3: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/3.jpg)
![Page 4: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/4.jpg)
What customer problems are you helping to solve ? What customer needs are you satisfying?
![Page 5: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/5.jpg)
What about my technology / product?
![Page 6: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/6.jpg)
Your technology/product is one of the many critical pieces necessary to build a
company, and is part of the Value Proposition
What about my technology / product?
![Page 7: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/7.jpg)
Customers don’t care about your product… they are trying to solve a problem or satisfy a
need.
What about my technology / product?
![Page 8: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/8.jpg)
What, How, Why?
Product, Features, Value
![Page 9: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/9.jpg)
What?
![Page 10: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/10.jpg)
What?
Product
![Page 11: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/11.jpg)
How?
![Page 12: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/12.jpg)
How?
Features
![Page 13: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/13.jpg)
Why?
![Page 14: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/14.jpg)
Why?
Value
![Page 15: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/15.jpg)
Product Features =
Value Propositions
![Page 16: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/16.jpg)
Product Features =
Value Propositions
…but they do deliver it.
![Page 17: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/17.jpg)
What are some categories of Value Propositions…
![Page 18: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/18.jpg)
Newness
![Page 19: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/19.jpg)
Newness
Performance
![Page 20: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/20.jpg)
Newness
Performance
Customization
![Page 21: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/21.jpg)
Newness
Performance
Customization
Design
![Page 22: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/22.jpg)
Newness
Performance
Customization
Design
Get Job Done
![Page 23: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/23.jpg)
Newness
Performance
Customization
Design
Get Job Done
Brand/Status
![Page 24: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/24.jpg)
Price
![Page 25: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/25.jpg)
Price
Cost Reduction
![Page 26: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/26.jpg)
Price
Cost Reduction
Risk Reduction
![Page 27: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/27.jpg)
Price
Cost Reduction
Risk Reduction
Accessibility
![Page 28: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/28.jpg)
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience/Usability
![Page 29: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/29.jpg)
Pain Killers…
![Page 30: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/30.jpg)
Pain Killers…
Solve a Customer Problem
![Page 31: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/31.jpg)
Gain Creators…
![Page 32: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/32.jpg)
Gain Creators…
Provide for Customer Needs
![Page 33: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/33.jpg)
![Page 34: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/34.jpg)
Customer Segments
![Page 35: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/35.jpg)
Customer Segments
![Page 36: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/36.jpg)
Who are your most important customers?
![Page 37: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/37.jpg)
Who are your most important customers? What are their archetypes?
![Page 38: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/38.jpg)
Who are your most important customers? What are their archetypes? What job do they want you to get done for them?
![Page 39: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/39.jpg)
Who are your most important customers? What are their archetypes? What job do they want you to get done for them?
![Page 40: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/40.jpg)
Why do you want to group customers into
Customer Segments?
![Page 41: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/41.jpg)
Different Customer Segments often have
Different Business Models
![Page 42: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/42.jpg)
![Page 43: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/43.jpg)
Customer Segment #1 Customer Segment #2
Customer Segment #3
![Page 44: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/44.jpg)
Customer Segments #1, #2, #3
![Page 45: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/45.jpg)
Customer Segments have
Customer Types
![Page 46: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/46.jpg)
Customer Segments have Customer Types
![Page 47: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/47.jpg)
Customer Segments have Customer Types • End User
![Page 48: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/48.jpg)
Customer Segments have Customer Types • End User • Influencer
![Page 49: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/49.jpg)
Customer Segments have Customer Types • End User • Influencer • Recommender
![Page 50: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/50.jpg)
Customer Segments have Customer Types • End User • Influencer • Recommender • Decision Maker
![Page 51: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/51.jpg)
Customer Segments have Customer Types • End User • Influencer • Recommender • Decision Maker • Payer
![Page 52: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/52.jpg)
Customer Segments have Customer Types • End User • Influencer • Recommender • Decision Maker • Payer • Saboteur
![Page 53: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/53.jpg)
to understand purchase decision
Identify Archetypes
![Page 54: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/54.jpg)
Business to Business (B2B)
vs
Business to Consumer (B2C)
![Page 55: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/55.jpg)
Business to Business
![Page 56: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/56.jpg)
Business to Business
…typically have distinct End Users, Decision Makers, Payers, and others.
![Page 57: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/57.jpg)
Business to Business
…typically have distinct End Users, Decision Makers, Payers, and others.
![Page 58: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/58.jpg)
Business to Business
…typically have distinct End Users, Decision Makers, Payers .
![Page 59: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/59.jpg)
Business to Business
…typically have distinct End Users, Decision Makers, Payers, and Others
![Page 60: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/60.jpg)
Business to Consumer
…may as well!
![Page 61: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/61.jpg)
Business to Consumer
![Page 62: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/62.jpg)
Business to Consumer
![Page 63: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/63.jpg)
Business to Consumer
![Page 64: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/64.jpg)
Market Type
![Page 65: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/65.jpg)
What kind of market are you
entering?
![Page 66: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/66.jpg)
Existing Re-Segmented New Clone
Market Type
![Page 67: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/67.jpg)
Existing
Customers Known
Customer Needs Performance
Competitors Many
Risk Lack of branding, sales and distribution ecosystem
Examples Google
Market Type
![Page 68: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/68.jpg)
Existing Re-Segmented
Customers Known
Possibly Known
Customer Needs Performance
Better Fit
Competitors Many Many if wrong, few if right
Risk Lack of branding, sales and distribution ecosystem
Market and product re-definition
Examples Google Southwest
Market Type
![Page 69: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/69.jpg)
Existing Re-Segmented New
Customers Known Possibly Known Unknown
Customer Needs Performance Better Fit Transformational Improvement
Competitors Many Many if wrong, few if right
None
Risk Lack of branding, sales and distribution ecosystem
Market and product re-definition
Evangelism and education cycle
Examples Google Southwest Groupon
Market Type
![Page 70: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/70.jpg)
Existing Re-Segmented New Clone
Customers Known Possibly Known Unknown
Possibly Known
Customer Needs Performance Better Fit Transformational Improvement
Local Version
Competitors Many Many if wrong, few if right
None
None
Risk Lack of branding, sales and distribution ecosystem
Market and product re-definition
Evangelism and education cycle
Misjudge local needs
Examples Google Southwest Groupon Baidu
Market Type
![Page 71: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/71.jpg)
Existing Re-Segmented New Clone
Customers Known Possibly Known Unknown
Possibly Known
Customer Needs Performance Better Fit Transformational Improvement
Local Version
Competitors Many Many if wrong, few if right
None
None
Risk Lack of branding, sales and distribution ecosystem
Market and product re-definition
Evangelism and education cycle
Misjudge local needs
Examples Google Southwest Groupon Baidu
Market Type
![Page 72: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/72.jpg)
Rate of customer adoption
Market Type Drivers
![Page 73: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/73.jpg)
Rate of customer adoption
Sales and marketing strategies
Market Type Drivers
![Page 74: GIST bootcamp value propositions and customer segments presentation](https://reader030.fdocuments.us/reader030/viewer/2022032714/55ab89801a28aba6568b4720/html5/thumbnails/74.jpg)
Rate of customer adoption
Sales and marketing strategies
Cash requirements
Market Type Drivers