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Venture Design Crash Course: UVA iLab (June-2014; Thurs. AM Session)
1. Copyright 2014 Cowan Publishing
Crash
Course in
Venture
Design
(Thurs. AM)
DESIGN&UX
UNIXSYSADMIN
RUBY
PYTON
JAVA
PHP
...
ENTERPRISESALES
...
SEO
ANALYTICS
...
...
ARCHITECTURE
FUNDAMENTALS
App. & Platform
Integration
ROLES &
SYSTEMS
In a Technical
Team
LEAN
DESIGN
THINKING
CUSTOMER
DISCOVERY
AGILE
SOFTWARE
FUNDAMENTALS
Model-View-
Controller
2. Copyright 2014 Cowan Publishing
PRESENTATIONS
(4 min.)
For [target customer] who [statement of the need or opportunity], the
[product name] is a [product category] that [statement of key benefit/
key reason to buy]. unlike [primary alternative], our product [statement
of primary differentiation].
For [hiring managers] who [need to evaluate technical talent], [Enable
Quiz] is a [talent assessment system] that [allows for quick and easy
assessment of topical understanding in key engineering topics]. Unlike
[formal certifications or ad hoc questions], our product [allows for
lightweight but consistent assessments of technical talent].
EXAMPLE
3. Copyright 2014 Cowan Publishing
YOUR PRODUCT HYPOTHESIS
… and they have a certain
PROBLEMS(S) …
… where they’re currently using
certain ALTERNATIVE(S) …
… and I have a VALUE
PROPOSITION that’s better
enough than the alternatives to
cause the persona to act
(purchase, use, etc.).
A certain PERSONA exists…
‘HR and functional managers are in charge of
technical hires
and they struggle to effectively screen for
technical skill sets, making the hiring process
slower and more labor intensive and
producing worse outcomes than they should
reasonably expect.
Currently they implement a patchwork of
calling references and asking a few probing
questions.
By offering an easy, affordable, lightweight
technical quizzing solution, Enable Quiz can
acquire and retain these customer personas,
delivering material value.’ (4 min.)
Enable Quiz example:
4. Copyright 2014 Cowan Publishing
ASSUMPTIONS: ORGANIZED AND PRIORITIZED
Priority Key Assumption Needs Proving? Experimentation
1
[A key assumption about the
business]
[Whether it needs
proving
[Experiment to
prove or disprove]
1
Hiring managers would
prefer a lightweight quiz app
over calling references and
ad hoc probing.
Yes
* Customer interviews on problem
scenario
* Value testing through ‘minimum
viable product’
2
Managers want to be able to
add their questions as well
Yes
* Show prototypes with choices
* Test in beta
2 Parents have smart phones No n/a
5. Copyright 2014 Cowan Publishing
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
(Cost Structure)
(Key
Partners)
(Key
Activities)
(Key
Resources)
(Revenue Streams)
(Customer
Relationships)
(Channels)
(Value
Propositions)
(Customer
Segments)
Venture
Design
Workshop IV
Engineering Your
Business Model
6. Copyright 2014 Cowan Publishing
AGENDA
Period! Deliverables!
Venture Design I: Achieving
Customer Relevance
Personas
Problem Scenarios-Alternatives-Value Propositions
Start Business Model Canvas
Storyboards
Customer Discovery
Venture Design II: Iterating to
Success
Venture Planning- focal hypotheses, experiments, and minimum
viable ‘product’
Venture Design III: Focusing &
Validating Venture Progress
Review of field work, refinements of approach, planning next
steps.
Venture Design IV: Engineering
Your Business Model!
Detailing your business model and remaining focal
assumptions.
Venture Design V: Designing the
Right Product!
Pairing your learnings on personas & hypotheses with high
quality, actionable inputs (stories & wireframes) for product
development and product validation.
7. Copyright 2014 Cowan Publishing
THE BUSINESS MODEL CANVAS
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
(Cost Structure)
(Key
Partners)
(Key
Activities)
(Key
Resources)
(Revenue Streams)
(Customer
Relationships)
(Channels)
(Value
Propositions)
(Customer
Segments)
ALEX COWAN
AlexanderCowan.com
@cowanSF
8. Copyright 2014 Cowan Publishing
CUSTOMER DEVELOPMENT
MVP
Nascent
Product-Market
Fit(?) Scale
PIVOTAL
ASSUMPTIONS
PRODUCT
ORGANIZATION
PARTNERS,
CHANNELS
Founders
N/A
Probably too
soon
Test, revise,
test...
MVP
Customer dev.
team
Probably too
soon
Validated- now
tactical
Focus: efficiency,
extension
Full functional
organization
Yeah, maybe?
Validated- now
tactical
What would a
startup do??
Scalable
organization
Yeah, definitely!
9. Copyright 2014 Cowan Publishing
CUSTOMER DEVELOPMENT & THE CANVAS
MVP
Product-Market
Fit(?) Scale
Thinking through what you want the business to be for a
better idea of what you don’t know.
Then use that to focus your discovery.
10. Copyright 2014 Cowan Publishing
CUSTOMER DEVELOPMENT & THE CANVAS
Focal point for managing your assumptions- which are
open? closed? what are their inter-relationships?
MVP
Product-Market
Fit(?) Scale
11. Copyright 2014 Cowan Publishing
CUSTOMER DEVELOPMENT & THE CANVAS
Focal point for organizing incremental
‘growth hacking’ experiments.
MVP
Product-Market
Fit(?) Scale
12. Copyright 2014 Cowan Publishing
CUSTOMER DEVELOPMENT & THE CANVAS
Strategy management tool and jumping off point for new
‘intrapreneurial’ ventures and business model innovation.
MVP
Product-Market
Fit(?) Scale
13. Copyright 2014 Cowan Publishing
The Canvas is a housekeeping tool.
It won’t hand you the gold but it will
help you monitor how things are
panning out.
ALEX COWAN
AlexanderCowan.com
@cowanSF
14. Copyright 2014 Cowan Publishing
Foundation in
Design Thinking
Product &
Promotion
User Stories &
Test Cases
Business Model
Canvas
ExperimentLearn
Hypothesize
Lean Startup-
Style Assumptions
VENTURE DESIGN
16. Copyright 2014 Cowan Publishing
THE CANVAS: 3 PARTS
ALEX COWAN
AlexanderCowan.com
@cowanSF
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
Offering
Customers
Infrastructure
Cost_1
Cost_2
Cost_3
Partner_1
Partner_2
Partner_3
Activity_1
Activity_2
Activity_3
Resource_1
Resource_2
Resource_3
Revenue_1
Revenue_2
Revenue_3
Relationship_1
Relationship_2
Relationship_3
Channel_1
Channel_2
Channel_3
Proposition_1
Proposition_2
Proposition_3
Persona_1
Persona_2
Persona_3
17. Copyright 2014 Cowan Publishing
REALLY GETTING CUSTOMER SEGMENTS
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
(Cost Structure)
(Key
Partners)
(Key
Activities)
(Key
Resources)
(Revenue Streams)
(Customer
Relationships)
(Channels)
(Value
Propositions)
(Customer
Segments)
18. Copyright 2014 Cowan Publishing
SEGMENT TO VALUE PROPOSITION MAPPING
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
Cost_1
Cost_2
Cost_3
Partner_1
Partner_2
Partner_3
Activity_1
Activity_2
Activity_3
Resource_1
Resource_2
Resource_3
Revenue_1
Revenue_2
Revenue_3
Relationship_1
Relationship_2
Relationship_3
Channel_1
Channel_2
Channel_3
Proposition_1
Proposition_2
Proposition_3
Segment_1
Segment_2
Segment_3
ALEX COWAN
AlexanderCowan.com
@cowanSF
19. Copyright 2014 Cowan Publishing
REALLY GETTING RELATIONSHIPS & CHANNELS
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
(Cost Structure)
(Key
Partners)
(Key
Activities)
(Key
Resources)
(Revenue Streams)
(Customer
Relationships)
(Channels)
(Value
Propositions)
(Customer
Segments)
20. Copyright 2014 Cowan Publishing
A
I
D
A
O
R
ttention
nterest
esire
ction
nboarding
etention
How do they first
find out that you,
your proposition
exist?
How do you break
through the noise
floor?
21. Copyright 2014 Cowan Publishing
A
I
D
A
O
R
ttention
nterest
esire
ction
nboarding
etention
What is it that
engages them with
your proposition?
How will you
connect?
22. Copyright 2014 Cowan Publishing
A
I
D
A
O
R
ttention
nterest
esire
ction
nboarding
etention
Are you connecting
with an important
problem scenario?
Is your VP better
enough than the
alternative?
23. Copyright 2014 Cowan Publishing
A
I
D
A
O
R
ttention
nterest
esire
ction
nboarding
etention
What is absolute
minimum set of
actions required by
the customer to
have you deliver on
their problem?
24. Copyright 2014 Cowan Publishing
A
I
D
A
O
R
ttention
nterest
esire
ction
nboarding
etention
How do they
become a regular,
habitual user? How
will you know if
that’s happening?
25. Copyright 2014 Cowan Publishing
A
I
D
A
O
R
ttention
nterest
esire
ction
nboarding
etention
How do you
deepen their
involvement?
Investment? How
do you get them
talking about it?
28. Copyright 2014 Cowan Publishing
Using the
squares, create
a 6-panel
AIDA(OR)
storyboard
(10 min)
EXERCISE: AIDA STORYBOARD (10 MIN)
29. Copyright 2014 Cowan Publishing
EXERCISE- CUSTOMER RELATIONSHIPS
GETTING STARTED
1. Bounce off your take on AIDA(OR)
2. Decouple any concierge/hand-holding actions you use for discovery
from your target steady state
3. Variation by segment?
4. How will you know if it’s working?
EXAMPLES
‘dedicated personal service’ (onsite? offsite?)
‘personal service’
‘phone support’
‘web/email based tickets’
‘web self-help and forums’
(3 min)
Customer
Relationships
30. Copyright 2014 Cowan Publishing
EXERCISE- CHANNELS
GETTING STARTED
1. Bounce off your take on AIDA(OR)
2. Variation by segment?
3. How will you know if it’s working?
EXAMPLES
SALES
hand sales (direct or indirect?)
retail
web
phone
delivery
(3 min)
PROMOTION
personal (direct vs. indirect?)
specialty media
television
radio
AdWords + SEO
Channels
31. Copyright 2014 Cowan Publishing
As
Presenter
As
Audience
RELATIONSHIPS & CHANNELS
1) What’s the AIDAOR journey?
2) How do the Relationships & Channels
work for that?
- Focus on the process; avoid editorial
- Ask a lot of questions
- Think about it like an investor
EXERCISE: PEER PRESENTATIONS (2 MIN/EACH)
32. Copyright 2014 Cowan Publishing
REVENUE STREAMS
Don’t overcomplicate it.
When a plumber does
something, you pay them.
If a sink garbage disposal lasts
twice as long, you’d pay more,
right?
ALEX COWAN
AlexanderCowan.com
@cowanSF
33. Copyright 2014 Cowan Publishing
EXERCISE- REVENUE
GETTING STARTED
1. Where are you providing value? When?
2. How does the customer’s perception of value change over the course
of their experience with the product?
3. How will you collect revenue, administratively?
EXAMPLES
price/unit
access/subscription fees
utilization fees
support & maintenance contracts
hourly billing
fixed price services billing
royalties/revenue share
(3 min)
Revenue
Streams
34. Copyright 2014 Cowan Publishing
EXERCISE: SEGMENT TO VALPROP TO REVENUE
(2 min)This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
Cost_1
Cost_2
Cost_3
Partner_1
Partner_2
Partner_3
Activity_1
Activity_2
Activity_3
Resource_1
Resource_2
Resource_3
Revenue_1
Revenue_2
Revenue_3
Relationship_1
Relationship_2
Relationship_3
Channel_1
Channel_2
Channel_3
Proposition_1
Proposition_2
Proposition_3
Persona_1
Persona_2
Persona_3
35. Copyright 2014 Cowan Publishing
THE CANVAS: 3 PARTS
ALEX COWAN
AlexanderCowan.com
@cowanSF
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
Offering
Customers
Infrastructure
Cost_1
Cost_2
Cost_3
Partner_1
Partner_2
Partner_3
Activity_1
Activity_2
Activity_3
Resource_1
Resource_2
Resource_3
Revenue_1
Revenue_2
Revenue_3
Relationship_1
Relationship_2
Relationship_3
Channel_1
Channel_2
Channel_3
Proposition_1
Proposition_2
Proposition_3
Persona_1
Persona_2
Persona_3
36. Copyright 2014 Cowan Publishing
THE CANVAS: 3 PARTS
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
Offering
Customers
Infrastructure
Cost_1
Cost_2
Cost_3
Partner_1
Partner_2
Partner_3
Activity_1
Activity_2
Activity_3
Resource_1
Resource_2
Resource_3
Revenue_1
Revenue_2
Revenue_3
Relationship_1
Relationship_2
Relationship_3
Channel_1
Channel_2
Channel_3
Proposition_1
Proposition_2
Proposition_3
Persona_1
Persona_2
Persona_3
37. Copyright 2014 Cowan Publishing
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
(Cost Structure)
(Key
Partners)
(Key
Activities)
(Key
Resources)
(Revenue Streams)
(Customer
Relationships)
(Channels)
(Value
Propositions)
(Customer
Segments)
3 BUSINESS MODEL TYPES
1. INFRASTRUCTURE-DRIVEN
2. CUSTOMER SCOPE-DRIVEN
3. PRODUCT-DRIVEN
38. Copyright 2014 Cowan Publishing
3 BUSINESS MODEL TYPES
Infrastructure-Driven
UTILITIES TELECOM COMMODITIES
Scope-Driven
RETAIL BANKING CORP. LAW
Product-Driven
PACKAGED GOODS APP. SOFTWARE MEDIA
39. Copyright 2014 Cowan Publishing
3 BUSINESS MODEL TYPES
INFRASTRUCTURE
Kimberly-Clark: paper pulp
DuPont: plastics and polymers
SCOPE
Procter & Gamble: cradle to grave products
Baby Store: everything for babies in one place
PRODUCT
EarthBaby, TinyTots, Honest Company:
compostable diapers and service
40. Copyright 2014 Cowan Publishing
EXERCISE- KEY ACTIVITIES
GETTING STARTED
1. Bounce off your business type
2. What is particular, strategic to your business model?
3. How will you do these things?
4. Will partners be involved? Should they be?
(3 min)
EXAMPLES
INFRASTRUCTURE: a) industry participation b) supply chain
management c) process design and iteration
SCOPE: a) industry participation b) growth marketing online’ [SEO, web
analytics..] c) supplier management
PRODUCT: a) software product development b) growth marketing
online’ [SEO, web analytics..]
Key
Activities
41. Copyright 2014 Cowan Publishing
EXERCISE- KEY RESOURCES
GETTING STARTED
1. Bounce off your business type
2. What is particular, strategic to your business model?
3. How will you get it?
EXAMPLES
(3 min)
INFRASTRUCTURE: a) ‘track record in [relevant topic]’ b) investment in
infrastructure’ c)’supplier relationships/integration’
SCOPE: a) ‘track record with [customer segment]’ b) channel or partner
relationships
PRODUCT: a) proprietary technology b) rapid prototyping and validation
methodologies c) expertise in [exotic technology]
Key
Resources
42. Copyright 2014 Cowan Publishing
EXERCISE- KEY PARTNERSHIPS
GETTING STARTED
1. Bounce off your business type
2. What is particular, strategic to your business model?
3. Are you comparatively good at it?
4. Where will partners make the business bigger and more effective?
EXAMPLES
‘direct sales partners’
‘content creators’
‘retail or distribution’
‘creative agency’
‘subcontractors’
‘referral network’
(3 min)
Key
Partnerships
43. Copyright 2014 Cowan Publishing
COST STRUCTURE
ALEX COWAN
AlexanderCowan.com
@cowanSF
Minimize: Obviously.
Defer: MVP’s; don’t over invest
for the sake of creating ‘output’
Link: To revenue as much as
possible (variable vs. fixed).
44. Copyright 2014 Cowan Publishing
PROFIT DRIVERS: EXAMPLE
ALEX COWAN
AlexanderCowan.com
@cowanSF
Profit
Drivers
Revenue
Drivers
Tighter Proposition (website, pres., etc.)
Finite Cost
Finite Deliverables
Increased Use of Channels
Ease of Entry
Easy to See What's on MenuUpsell
Intellectual Property Multipliers
Tighter Talent Definition
Simpler Training, Eval., Promotion
Cost of Delivery
Cost
Drivers
Less Consultative Selling
Simplified Contracting
Cost of Sales
Standard Project Management
Comparable Post Mortems
Engagement
Management
(example: product-driven consulting)
45. Copyright 2014 Cowan Publishing
COST STRUCTURE
GETTING STARTED
1. How do you minimize? Use of partners? Off the shelf tech/
components?
2. How do you defer against customer development milestones?
3. How do you link to revenues?
4. Which are fixed vs. variable? How do they related to revenues?
EXAMPLES
‘fixed cost product development’
‘fixed cost infrastructure investment’
‘variable cost marketing or commissions’
‘variable cost customer onboarding and support’
‘variable cost inputs’
(3 min)
Cost
Structure
46. Copyright 2014 Cowan Publishing
EXERCISE: COST STRUCTURE & LINKAGES
(3 min)This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit http://
creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.The templates here are made available on the same CC license terms as the original canvas.
Cost_1
Cost_2
Cost_3
Partner_1
Partner_2
Partner_3
Activity_1
Activity_2
Activity_3
Resource_1
Resource_2
Resource_3
Revenue_1
Revenue_2
Revenue_3
Relationship_1
Relationship_2
Relationship_3
Channel_1
Channel_2
Channel_3
Proposition_1
Proposition_2
Proposition_3
Persona_1
Persona_2
Persona_3
47. Copyright 2014 Cowan Publishing
As
Presenter
As
Audience
INFRASTRUCTURE
1) What’s your business type
(infrastructure, scope, product)?
2) What are the major cost drivers and
linkages? How do they tie to revenue?
3) How do the key activities, resources,
and partnerships help that?
- Focus on the process; avoid editorial
- Ask a lot of questions
- Think about it like an investor
EXERCISE: PEER PRESENTATIONS (2 MIN/EACH)
48. Copyright 2014 Cowan Publishing
AGENDA
Period! Deliverables!
Venture Design I: Achieving
Customer Relevance
Personas
Problem Scenarios-Alternatives-Value Propositions
Start Business Model Canvas
Storyboards
Customer Discovery
Venture Design II: Iterating to
Success
Venture Planning- focal hypotheses, experiments, and minimum
viable ‘product’
Venture Design III: Focusing &
Validating Venture Progress
Review of field work, refinements of approach, planning next
steps.
Venture Design IV: Engineering
Your Business Model!
Detailing your business model and remaining focal
assumptions.
Venture Design V: Designing the
Right Product!
Pairing your learnings on personas & hypotheses with high
quality, actionable inputs (stories & wireframes) for product
development and product validation.
49. Copyright 2014 Cowan Publishing
RECOMMENDED NEXT STEPS
Follow-On Workshops
1. For Creating Strong Personas
Day in the Life Workshop: http://bit.ly/daynthelife
2. For Structuring Your Product Value Propositions into Testable Assumptions
Venture Design II: Iterating to Success: http://bit.ly/vdesignII
3. For Designing a Profitable Business Model
Venture Design IV: Engineering Your Business Model: http://bit.ly/vdesignIV
4. For Linking the Above to an Effective Product Development Program
Venture Design V: Designing the Right Product: http://bit.ly/vdesignV