iLLP@Tecnico���0 - Presentation

Luis Caldas de Oliveira

Agenda for Session 0

•  Program introduction

•  Everis and i-Deals presentation

•  Teams and business ideas

• Opportunity Assessment

•  Value Proposition

• Work for next week

PROGRAM INTRODUCTION

Instructors•  Luis Caldas de Oliveira���

(lco@tecnico.ulisboa.pt)

•  Angel Sánchez Díaz���(angel.sanchez@everis.com)

•  Enrique Abad Pérez���(enrique.abad.perez@everis.com)

•  Diogo Henriques���(carlos.diogo@tecnico.ulisboa.pt)

Bibliography

Bibliography

Bibliography

Key Concepts

•  Participants are experts in their fields

•  Advisors are technical consultants

• Mentors are business counselors

•  Instructors are experts in the LLP model

Key Points

•  Evidence-based (not “faith-based”)

•  Participants need to “get out of the building”

•  Time management: intense and fast

•  Community: every class member must actively comment the other teams

Presentation Schedule

•  0: Presentation (Jan-8)

•  1: Opportunity Assessment (Jan-15)

•  2: Value Proposition (Jan-22)

•  3: Customer Segments (Jan-29)

•  4: Channels (Feb-5)

•  5: Customer Relationships (Feb-12)

•  6: Revenue Models (Feb-19)

•  7: Partners (Feb-26)

•  8: Resources, Activities and Costs (Mar-5)

•  9: Final Lessons Learned (Mar-12)

Before Each Session•  Talk to 10 customers/partners/competitors about n

•  Update narrative and canvas

•  Revise MVP based on findings about n

•  Prepare presentation with findings about n

•  Formulate hypotheses about n+1

•  Prepare interviews about n+1

•  Watch lecture about n+2

•  Talk to instructors, mentors and advisors

Weekly Session

• Q&A about lecture n+1 (20 min)

•  Team present findings about n (5+15 min)

•  Summary of lecture n+2 (20 min)

LaunchPad Central•  Address: www.launchpadcentral.com

•  Create, validate or invalidate hypotheses

•  Register the results of customer discovery

• Weekly changes of the business model

•  Communication platform (messaging, presentations, comments)

EVERIS AND I-DEALS PRESENTATION

TEAMS AND BUSINESS IDEAS

OPPORTUNITY ASSESSMENT

Product•  Problem statement: what is the

problem?

• Technology/Market Insight: why is this problem hard to solve?

• Market size: how big is this problem?

•  Competition: what customers do today?

•  Product: how to do it?

How Big is this Problem?

Market Size•  TAM – Total

Addressable Market

•  SAM – Served Available Market

•  SOM – Serviceable and Obtainable Market (Target Market in years 1, 2 & 3)

Total Available Market

•  How many people would want/need the product?

•  How large is the market if they all bought it ($)?

•  How many units will you sell?

Served Available Market

•  How many people can use the product?

•  How many people have the money to buy it?

•  How large is the market if they all bought it ($)?

•  How many units will that be?

Target Market• Who are you selling to in year 1, 2 and 3?

•  How many customers is that?

•  How large is the market be if they all bought it ($)?

•  How many units would that be?

Market Types

•  Clone Market (copy of an existing business model)

•  Existing Market (faster, better/high-end)

•  Resegmented Market (niche, cheaper/low-end)

• New Market (good enough, innovative)

VALUE PROPOSITION

Create Value

Observe Customers

Product Market Fit

Fit

Value Proposition Canvas

The Value Map

The Value Map

Products & Services

Pain Relievers

Gain Creators

The Value Map

Relevance

Minimum Viable Product

What is the MVP?

•  Test your understanding of the problem

•  Test your understanding of the solution

•  Avoid building products nobody wants

Test the MVP

•  Landing pages

•  Prototypes

•  Interviews

•  Surveys

NEXT WEEK

Customer Discovery•  Death by Demo 1���

http://vimeo.com/groups/204136/videos/76390080

•  Death by Demo 2���http://vimeo.com/groups/204136/videos/76172223

•  Death by Powerpoint http://vimeo.com/groups/204136/videos/76171146

•  Understanding the problem���http://vimeo.com/groups/204136/videos/76173388

•  Attention to Outliers���http://vimeo.com/groups/204136/videos/76177672

Before Next Class•  Talk to 10 customers about your project

•  Update LPC Narrative and Canvas

•  Prepare Class Presentation

• Watch Videos•  Lecture 1: What We Now Know

•  Lecture 1.5: Business Models and Customer Development

•  Lecture 2: Value Proposition

Slides

•  Slide 1: Cover slide

•  Slide 2: Business Model Canvas

•  Slide 3: Identify market type

•  Slide 4: Identify market size

•  Slide 5: Identify competitors

•  Slide 6: Propose experiments. What constitutes a pass/fail signal for each test?

Obrigado