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E I T R M
D E V E L O P M E N T P R O G R A M

Online, September 1-2, 2020

Hans Westerhof, hwesterhof@occami.nl

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
 DAY 2, September 2
13:30 - 14:30 Interactive group work - feedback on market segmentation homework

14:30 - 16:00 Your proposition to customers. Why will your customers buy from you?

16:00 - 17:00 What is your impact in the raw materials domain?

17:00 - 17:30 Talk by Lorena Jurado, business developer EIT RM

17:30 End of Day 2, end of program

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Part 3: Market
Segmentation

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 How to select

IDENTIFIABLE
WELL FUNDED BUYING REASON ACCESSIBLE
BUYER

CAC: COST OF
LTV: LIFETIME
CUSTOMER WHOLE PRODUCT COMPETITION
VALUE
ACQUISITION

ADD YOUR OWN NEXT SEGMENT FOUNDER’S DREAM ADD YOUR OWN

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Part 4: Value Proposition

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Example: Snocom Example
Snocom

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Jobs

Feature Benefit Value

What are the characteristics What does it allow What value can your customer
of your solution? your customer to do? now achieve?

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Why do you need to understand the
Job To Be Done?

1 2
TO UNDERSTAND SO YOU CAN USE
THE VALUE YOU CREATE THAT INFORMATION
FOR YOUR CUSTOMER IN YOUR PRICING

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Exercise

Determine your value proposition

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Tips

2 GROUPS

7-9 MINUTES PER STARTUP - INTRODUCE YOURSELF IN 1 MINUTE

EXPLAIN CUSTOMERS PROBLEM AND YOUR SOLUTION

DETERMINE WHAT YOUR CUSTOMERS CURRENTLY USES

DECIDE ON THE RIGHT, RELEVANT METRIC

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Part 5: Impact

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Why EIT RM DP?

Addressing EIT RM You need inspiration Create impact by

challenges through but your business making customers
business creation & needs customers happy
entrepreneurship

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 EIT RM Objectives

1.AVAILABILITY 2. REDUCE 3. INCREASE

Of critical metals Environmental European

and minerals impact  competitiveness 

4. EFFICIENCY 5. REDUCE

Of mining for Dependency on

metals and critical metals and
minerals  minerals 

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Impact Metrics EIT RM

1.AVAILABILITY 2. REDUCE

Of primary and sec. raw The use of critical raw

materials (including materials
recycling)

3. DECREASE 4. IMPROVED

The environmental Performance (material,

impact  process,  operation,
safety, etc.)

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Exercise

Determine your RM impact

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 Tips

CHOOSE RELEVANT EIT RM IMPACT METRIC

COMPARE YOUR SOLUTION TO CURRENT SOLUTION

CALCULATE / ESTIMATE YOUR IMPACT

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 END OF DAY 2

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation
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 19

E I T R M
D E V E L O P M E N T P R O G R A M

Online, September 1-2, 2020

Hans Westerhof, hwesterhof@occami.nl

This activity has received funding from the European Institute of Innovation and Technology (EIT), a body of the European Union, under the Horizon 2020, the EU Framework Programme for Research and Innovation