USING VALUE PROPOSITIONS

IN THE REAL WORLD

Using the Value Proposition Canvas
to help validate ideas, products, and services
BUSINESS MODEL CANVAS
VALUE PROPOSITION CANVAS
 BMC / VPC

The Business Model Canvas helps you create value for

your business

The Value Proposition Canvas helps you create value for

your customers
 REAL WORLD EXAMPLE
Goal: Recognize Team Members for living our core values

Core Values Shout-Outs

Far Reach
Huddle
 WHAT IS A HAMBURGER?

A Hamburger is something a team member gives to another team

member to recognize them for living our core values
REAL WORLD EXAMPLE – OUR MVP
REAL WORLD EXAMPLE – OUR IDEA

Huddle Helper App

 GETTING STARTED

• Identify the customer segments you are targeting with

your product/service

• Identify the Value Proposition for each customer segment

 GETTING STARTED

• Customer Segments
– Far Reach Team Members
• Value Prop: Create a tool that would make giving and receiving
hamburgers fun and easy

– Chief Hamburglar
• Value Prop: Create a tool that would make it easy to tabulate, report,
and share hamburger statistics
HH - VALUE PROPOSITION
CUSTOMER PROFILE
 CUSTOMER PROFILE - JOBS

• What are customers trying to get done in their work and

lives?
– Functional
– Social
– Personal/emotional
– Supporting
• Rank those jobs from most important to least important
 CUSTOMER PROFILE - PAINS

• List bad outcomes, risks, and obstacles related to the

customer jobs
• Rank the pains by the most painful to least painful
 CUSTOMER PROFILE - GAINS

• List the positive benefits and outcomes the customer

segment might experience by using your product/service
• Rank the gains by most important to least important
 HUDDLE HELPER - JOBS

Team Members
• Recognize when a hamburger should be awarded to a
team member
• Give out the hamburger during the huddle
• Remember to give out the hamburgers
• Manually write down the hamburger on the team
member's board
 HUDDLE HELPER - PAINS

Team Members
• Not prepared to award hamburgers when asked during the
huddle
• Manually writing it on a person's board requires time and
remembering to do it
• Mostly have to be present to give/receive, so people may
not know that they received a hamburger
• Each year we have to clear our boards
• Not timely
 HUDDLE HELPER - GAINS
Team Members
• Save time – make it simple and easy to give/receive
hamburgers
• More timely
• Works for remote employees
• It "gamifies" the process
• View statistics – filtered by core value, date range,
employee
• View standings at any time
 HUDDLE HELPER - JOBS

Chief Hamburglar
• Remember to send out reminder email
• Manually tally results for all employees
• Document results outside of the manual boards
 HUDDLE HELPER - PAINS

Chief Hamburglar
• Difficult to track hamburgers stats – by giver, by
receiver, by core value
• Very manual process for everyone
• Takes up time during huddles as people have to think
about ideas
• Not an easy way to view the feedback
• Remote team members or people not present at the
huddle usually not included
 HUDDLE HELPER - GAINS

Chief Hamburglar
• Hamburgers submitted before the huddle, so no longer
have to ask during the meeting
• Time savings
• View results at any time – could bring up prior results for
discussion
• Categorized feedback – could make it much more
actionable
• Remote team members could more easily participate
HUDDLE HELPER - PROFILE
VALUE PROPOSITION
 VALUE PROPOSITION – PRODUCTS AND SERVICES

• What are the products and services you are providing to

the customer segment?
• Rank by relevance, from essential to nice to have
 VALUE PROPOSITION – PAIN RELIEVERS

• Explicitly describe how your products and services

alleviate customer pains
• Rank by relevance, from essential to nice to have
 VALUE PROPOSITION – GAIN CREATORS

• Explicitly describe how your products and services

creates customer gains
• Rank by relevance, from essential to nice to have
 HUDDLE HELPER – PRODUCTS & SERVICES

Team Members
• Ability to serve a hamburger to a team member any
time – open 24/7
• Ability to attach a core value
• Notification of hamburger sent to the recipient
• History of hamburgers – both sent and received
• Team members can update their profile
 HUDDLE HELPER – PAIN RELIEVERS

Team Members
• Manual process eliminated
• Don't have to be present at the huddle to give/send
• Historical information available 24/7 from anywhere
• Notifications
 HUDDLE HELPER – GAIN CREATORS

Team Members
• Immediate gratification
• More hamburgers = more gratitude
• Ability to provide immediate feedback
• Ability to give remotely anywhere/anytime
• Simplified process
 HUDDLE HELPER – PRODUCTS & SERVICES

Chief Hamburglar
• Listing of history of hamburgers – both sent and
received
• Dashboard for the Huddle that provides summary
and stats
 HUDDLE HELPER – PAIN RELIEVERS

Chief Hamburglar
• Automatic tallying of hamburgers
• Views showing results that can be used in the huddle
• Reduced the effort involved with managing the
process
 HUDDLE HELPER – GAIN CREATORS

Chief Hamburglar
• Provide insights into which core values are being
recognized
• Provide insights on which team members are
sending / receiving hamburgers
• Could easily share the responsibility of "Chief
Hamburglar"
VALUE PROPOSITION
HUDDLE HELPER
HUDDLE HELPER
HUDDLE HELPER
 NEXT STEPS
If you find a fit between the customer profile and your value
proposition, you have a problem-solution fit.

Next steps:
• Complete the Business Model Canvas to build out your business
model
• Create a strategy to test your idea
– Tip: Identify the riskiest assumption and test that first
• Test and gather feedback
• Review the test results, make adjustments to your business model,
and test
• Repeat as needed
VALUE PROPOSITION CANVAS

Questions?
 THANKS

Chris Rouw
chris@farreachinc.com
@chrisrouw
www.farreachinc.com/EntreFEST