Instruction Manual
The Value
Proposition
Canvas
The Value Proposition Canvas is a plug-in
tool to the Business Model Canvas. It allows
you to describe your Value Propositions and
the target Customer Segments in more detail
and evaluate the “fit” between the value you
intend to create and the expectations your
customers have.
You can use this map before, during and
after developing an in-depth knowledge of
your customers. If you use it before, it will
highlight what you need to learn about
customers and test about value propositions.
If you use it after, it will help you analyze and
evaluate “fit”.
The Value Proposition Canvas can be applied
to new and existing value propositions and
customer segments alike. In both cases it will
help you structure your thinking and make
your ideas more tangible.
Materials
Value Proposition Canvas Poster:
Ideally in B1 format
(707mm x 1000mm or 27.83in x 39.37in)
Medium sized Stattys in green, orange, and yellow:
See stattys.com for refills
Thick markers:
Keep your ideas rough
Strategyzer.com, the Business Model Toolbox
for iPad, or a Camera:
To capture and share the results sketched out on
your Canvas
Ground Rules
Don’t write on the map:
By using Stattys to describe your thoughts you will
be able to move things around, onto as well as off the
map. This is a very dynamic exercise and your value
proposition as well as your customer understanding will
change and evolve.
One idea per Statty:
Don’t make bullet points on Stattys. For instance,
use two Stattys to describe two different elements your
customers value, like a lower price and better
performance. This will allow you to play around with the
elements of your value proposition and modify things
when you learn from talking to customers.
Instructions
Start with customer jobs:
Start sketching out your map by describing what jobs a
specific customer of yours is trying to get done. Create
a Statty in the Customer Job(s) box for every major and
ancillary job you intend to help your customer get done.
Add pains and gains:
Create a Statty in the Pains box for every pain your
customer experiences or could experience before, during,
and after getting the job done. Create a Statty in
the Gains box for every benefit your customer expects,
desires or would be surprised by.
Describe your products and services:
List all the products and services your value proposition
is built around by creating a Statty for each element in
the Products & Services box.
Outline how you intend to create value:
Describe how your products and services create value
by either killing customer pains or creating customer
gains. Create a sticky note for each element in the Pain
Relievers or Gain Creators box respectively.
Best Practices
Colour coding:
Using different colours for the different
elements can help you “read” the map
more quickly. You can use yellow Stattys
in the Customer Job(s) and Products & Services
box, orange Stattys in the Pains box,
and green Stattys in the remaining boxes,
since they are all related to value creation.
Visuals & words:
Combining images and words to describe
the elements of your map is more powerful
than just using words. Our brain processes
images quicker than words. Hence, images
will allow viewers of your map more rapidly
grasp the big picture.
Customer Knowledge:
Bring in people who are in frequent contact
with the customers you are targeting and
thus have deep customer knowledge.
Frequently Committed
Mistakes
Trying to alleviate every pain and
target every gain:
Mediocre or bad value propositions try to
address every customer pain and
gain they have identified and then often
fail to deliver.
Better
Smiles
Better
Smiles
Great value propositions often focus on a
limited number of pain relievers and gain
creators and then deliver on those
exceptionally well.
Mixing present and future:
Make sure you clearly distinguish between
presently existing and future ideas. Mixing
them can be confusing. You can easily
distinguish between the two by using colour
coding or by using separate maps.
One map per Value Proposition:
You shouldn’t try to sketch out several
value propositions and customer segments
on the same map. Focus on one value proposition
for a specific customer segment on a
single map. Make a new map for a different
Value Proposition.
Intellectual masturbation:
A great Value Proposition with a great “fit”
on paper is just an untested fantasy. Use the
Value Proposition Canvas as a starting point
to get out of the building and investigate
your assumptions. Ask yourself if you really
understand which jobs are important to
customers and what the related pains and
gains are. Test if your assumptions about
how your products and services will relieve
pains and create gains are valid.
Today
Tomorrow
1.
2.
Copyright Strategyzer AG
The makers of Business Model Generation and Strategyzer
Produced by: stattys.com
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