Boot Camp Module 4
Customer Value Proposition
Boot Camp Modules
Module 1:
Founder’s
Dream
Module 2:
The Deal
Module 3:
Market
Segmentation
Module 4:
Customer Value
Proposition
Module 8:
Pitch your Deck
Module 5:
Module 6:
Financials
Climate Impact
and Key Value
Drivers
Module 7:
Customer
Discovery
Remember the Pitch Deck?
2
1
Title Slide
Deal
Module 2
Your company name +
picture of customer or
product
4
Customer Value
Proposition
3
What is your Deal?
7
Module 3
What is your Beachhead
Market? Why did you pick
this segment?
6
5
Product
Customer
Discovery
What is your Product? Show
us a picture or demo
What were your hypotheses
& the lessons of 20+
customer interviews?
Module 4
Who is your Customer?
What is the Value
Proposition?
Market
Module 7
8
9
Financials
Climate Impact
Founder’s
Dream & Team
Module 5
Module 6
Module 1
What are the
Key Financials?
What is theClimate Impact in
your Beachhead Market
Who are you? What is your
Founder’s Dream?
What is this module about?
Customer Value Proposition
4
B2C or B2B?
Start-up
Start-up
$
$
Consumer
Business
5
Example: Snocom
Snow Removal
Machines
(“Snowcubers”)
Snocom
$
€200K / Machine
Airports
Airport wants to operate more profitably
0
Tractor + Snow Plough
Snocuber
200
400
Profit
600
800
1.000 1.200 1.400
Ways to increase profit for your
customer (B2B)
•
•
•
•
Lower costs
Better quality
Reduced capital investments
Other ways: i.e. improved competitive
position
9
Ways to provide benefit for your
customer (B2C)
•
•
•
•
•
•
Lower costs
Better quality
Ease of use
Beauty
Sustainable
Etc.
10
11
12
Customer Value Proposition
Total cost of ownership
Rubble stone
Overlayered asphalt
Grassblock
Grassblock
0
20
40
60
80
100
120
140
160
Euro's per m²
procurement
extra maintenance
13
Two more slides
• Title slide #1
• Product slide #5
14
Title slide
•
•
•
•
This is the slide the audience sees first
(Might be visible the longest)
Name of your company
Show problem and/or solution/product
15
16
17
18
Product slide
•
•
•
•
•
Show your product
Explain how it works
You can get nerdy (a bit)
(!) Don’t put in too much detail
Bring your product on stage
19
20
21
22
Exercise (75 min)
9
1. Draft 1 slide with bar chart for your customer
2. Check if your metric is right
3. Check if you fulfill Founder’s Dream
4. Make your Product slide
5. Make your Title slide
Tips & Tricks
• Choose relevant metric: €, %, other
• Choose metric that is relevant from
customers perspective
• If you do not know exact numbers, use
percentages
Questions?
2/11/2022
Exercise (75 min)
9
1. Draft 1 slide with bar chart for your customer
2. Check if your metric is right
3. Check if you fulfill Founder’s Dream
4. Make your Product slide
5. Make your Title slide