10/29 AGENDA• Envisioneering goal — 5 minutes

• Where we are and where you should be — 5 minutes

• Value proposition presentation — 20 minutes

• Value proposition exercise — 15 minutes

• Q&A

ENVISIONEERING GOALBusiness Goal 1.3 Active team participation in weekly Envisioneering Team product development activities, meeting established guidelines and project presentation/documentation timeline.

Metric:1. Team Participation

• Build background on key aspects of product development process

• Consult with Advisory Team as needed for guidance

• Participate in weekly one-hour working sessions with active engagement in sharing team’s responsibilities

2. Process

• Learn and understand key components of Product Planning Tool.

• Learn to focus on customer-centric problem solving

• Conceptualize a new digital product, aligned with Planning Tool

• Contribute to project documentation and presentation to Advisory Team

Weight: 5%

SCHEDULE• 10/15: team meeting re. research plan/target segments

• 10/22 team meeting re. research plan/target segments

• 10/29 group meeting: value proposition/competitive advantage

• 11/5 team meeting re. value proposition/competitive advantage

• 11/12 team meeting re. value proposition/competitive advantage

• 11/19 group meeting: launch plan/key deliverables

• 11/26 no meeting

• 12/3 team meeting re. launch plan/key deliverables

• 12/10 final team meetings

• 12/17 presentations

excerpted from Sandi Kirshner and Megan Galvin’s Kiawah presentation

CREATING A STRONG VALUE PROPOSITION

Value PropositionHow a product (or service or company) solves a customer problem by delivering specific benefits that the competition does not offer.

The Value Proposition is NOT• a promise• a tag line or catch phrase• a positioning statement

VALUE PROPOSITION: The Statement

•Headline around end benefit offered (What you’re solving)

•2 - 3 bullet points that back up the claim (How you do it)

•1 - 3 sentences on how the offering is unique (How you’re better)

“Good value propositions are genuine, authentic, and truly built around the voice of the customer.” – Neil Marquardt

NGL SAMPLE

National Geographic Exploring Science allows students to gain a deep, long-lasting

understanding of Next Generation Science Standards content by utilizing unique imagery and

content from National Geographic Explorers. The rich National Geographic content in English

and Spanish, compelling imagery, and the introduction of National Geographic Explorers

inspire students to learn about and experience how science is practiced in the real world.

National Geographic Exploring Science provides science teachers with all of the resources

and support needed to meet the rigor of new science standards while delivering expert

content focused on engaging student interests.

- Submitted by Vincent Grosso

CL SAMPLE

Aplia for Principles of Management helps you to get your students to think like a manager.

Where other solutions simply test comprehension of management principles, Aplia’s unique

progression of content leads students through a learning taxonomy. Students start with basic

knowledge questions, move to higher level application questions, and end with a case-like

question that requires them to make decisions and apply their understanding to show that

they can think like a manager – and so you can assess them as one.

-Submitted by Erin Joyner

Aplia for Principles of Management helps you to get your students to think like a manager. Where

other solutions simply test comprehension of management principles, Aplia’s unique progression of

content leads students through a learning taxonomy. Students start with basic knowledge questions,

move to higher level application questions, and end with a case-like question that requires them to

make decisions and apply their understanding to show that they can think like a manager – and so

you can assess them as one.

What you’re solving

How you do it

How you’re better and PROVING IT

• How are you different and why is that valuable?

KNOW YOUR COMPETITION

• Get into their product

• Create grids/comparison charts

• Talk to their users

• Talk to your users

• What are the competitors claiming?

STAKE YOUR CLAIM

MORE RESOURCES AND INFO• http://www.rocketwatcher.com/blog/2012/08/startu-value-proposition-worksheet.html

• http://www.inc.com/karl-and-bill/3-rules-of-a-compelling-value-proposition.html

• http://blog.kissmetrics.com/dominate-your-market/

• http://www.impactbnd.com/10-value-propositions-you-wish-you-had/

ENVISIONEERING TEAMS• Draft a concise value store in two paragraphs or less that identifies the problem you are

solving and how you are solving it.

• What is the value of your product?

• How does it stand out in the marketplace? How would you want a sales rep to distinguish it?

• What makes it compelling? Will it delight the customer?

Break into groups and come up with a simple value proposition for one of the items to the right

• Paper clip

• Post-its

• Shoelace

• Zipper

• Button

• Safety pin

IN-SESSION EXERCISE