Boot Camp Module 4

Customer Value Proposition

 Boot Camp Modules

Module 1: Module 2: Module 3:

Founder’s The Deal Market
Dream Segmentation
Module 4:
Customer Value
Proposition
Module 8:
Pitch your Deck
Module 7:
Customer
Module 5: Module 6: Discovery
Financials Climate Impact
and Key Value
Drivers
Remember the Pitch Deck?
1 2 3
Title Slide Deal Market

Module 2 Module 3
Your company name + What is your Beachhead
picture of customer or What is your Deal? Market? Why did you pick
product this segment?

4 5 6
Customer Value Customer
Product
Proposition Discovery
Module 4 Module 7
Who is your Customer? What were your hypotheses
What is your Product? Show
What is the Value & the lessons of 20+
us a picture or demo
Proposition? customer interviews?

7 8 9
Founder’s
Financials Climate Impact
Dream & Team
Module 5 Module 6 Module 1
What are the What is theClimate Impact in Who are you? What is your
Key Financials? your Beachhead Market Founder’s Dream?
What is this module about?
Customer Value Proposition

4
B2C or B2B?

Start-up Consumer
$

Start-up Business
$

5
Example: Snocom
Snow Removal
Machines
(“Snowcubers”)

Snocom Airports
$
€200K / Machine
 Airport wants to operate more profitably

Profit
0 200 400 600 800 1.000 1.200 1.400

Tractor + Snow Plough

Snocuber
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
 9
Exercise (75 min)

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
 9
Exercise (75 min)

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