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  1. Value Proposition
  2. “Value is the core of any business, and it directs all future decisions, innovations, and customers that get targeted.
  3. Definition/ Background of the Value Proposition
  4. What is a Value Proposition? ⬡ Typically, a value proposition is a sentence or paragraph that clearly articulates what your service, business, or organization does, who it brings value to, and why it’s valuable for those people
  5. ✨ Worth
  6. The Experience of our customers Two main things The Capabilities of our product or service.
  7. Value Proposition Canvas A tool which can help ensure that a product or service is positioned around what the customer values and needs
  8. Value Proposition Canvas The Value Proposition Canvas can be used when there is need to refine an existing product or service offering or where a new offering is being developed from scratch.
  9. Value Proposition Value Proposition Canvas Customer Profile
  10. Finding Target Market Interviewing them one-on-one Holding Focus Groups Conducting Surveys
  11. To investigate the who, what, where, when, why, and how of your target market. Finding Target Market
  12. Dealing with Value Propositions Functional Social Emotional
  13. Value Map Gain Creators how the product or service creates customer gains and how it offers added value to the customer. 1 Product and Services the products and services which create gain and relieve pain, and which underpin the creation of value for the customer. 3 Pain reliever a description of exactly how the product or service alleviates customer pains.. 2
  14. Where we can apply it to: Delivery Convenience Experiences Knowledge Information Services
  15. Thanks! Any questions?
  17. Features vs Benefits Features Features are aspects of your product, which could be technical or descriptive Benefits Benefits are why that feature matters for your customers. In other words, how that feature makes their life better.
  18. Features tell; benefits sell
  19. Michael Markowitz describes a hierarchy to aid in identifying possible needs and benefits, similar to Maslow’s. The hierarchy emphasizes that the best products and brands touch our needs at multiple levels, including the need for “deeper meaning.” It is clear that Kodak, for example, knows it is selling benefits at many levels, including “immortality.” Kodak’s advertising touches all levels of Markowitz’s hierarchy to maximize the customer benefits and thus the customer value.
  20. Role of Benefits • Customer decisions about price are based on benefits. • You differentiate from competition on benefits. • New benefits guide your product development.
  21. Benefits Overview Solving a problem Products typically start with functional solution to some problem.
  22. Emotions Make people laugh, happy. Save from fear and uncertainty.
  23. Social benefits Make other people think well about your customers. Give them high social status through your products.
  24. Self-identification Best products give the sense of belonging. Great product fill people’s life with purpose and meaning.
  25. Increasing Benefits Adding Value Convenience. Immediacy. Free and fast delivery. Inventory breadth. Quality. Price. Choices. Customization. Solving many needs at once People have many needs. Once you’ve satisfied one, you can extend the product to satisfy more.
  26. SOLUTION DRIVEN OR EFFICIENCY IMPROVEMENT Value Proposition By: Nenry Disbarro Rizabal
  27. • Determine the concept of value proposition, or how it driven solution when it comes to marketing purposes, using the product/market fit pyramid; • Define problem space and solution space; • Different tips on how to improve value proposition; and • Benefits of having a good and effective value proposition OBJECTIVES:
  28. Product/Market Fit Pyramid Product-market fit describes a scenario in which a company’s target customers are buying, using, and telling others about the company’s product in numbers large enough to sustain that product’s growth and profitability.
  29. Problem Space vs. Solution Space
  30. ▪ A customer problem, need or benefit that the product should address. ▪ A well-written user story: “As a ___, I want to___, so I can___” PROBLEM SPACE
  31. • A specific implementation or design to address the costumer need SOLUTION SPACE
  32. • Ability to write in space (Zero Gravity) • Space pen: $1 M R&D cost • Russians: pencil Problem Space Solution Space EXAMPLE
  34. Your target customer has specific expectations about products and services. So, your company needs to fulfil these wishes to ensure greater engagement and thereby sales. 1. Know your target customer in detail
  35. • the expectations of this audience regarding prices • the financial limitations of these people • the sort of product they seek • the correct target audience This simulation of the average consumer will help you to understand points such as:
  36. You can improve your brand’s value proposition if you know which is the main product or service that has to offer. It must always be on highlight, especially on brand promotion campaigns. This understanding allows the brand to improve the quality of such a product. Besides, it can stay ahead of the competition. 2. Understand your business’ strong point
  37. Your business’ value proposition needs to be clear for the audience. To accomplish that, detail your company’s activities in the different contact channels with the public, such as social media and the website. Content Marketing is efficient for you to communicate what a product or service offers. 3. Tell how your product or service offers value
  38. Every business needs to be competitive. Therefore, it is important to follow trends and find out what other companies are doing. Only then you will be able to match or even overcome them. 4. Track the market to find out what competitors are doing
  39. Numbers always help the consumer to understand what your company can do for them. That means you should quantify to improve your value proposition. 5. Quantify your value
  40. Interactive content has a greater capacity to make the audience interested in your company. The remaining work can be guaranteed by content that generates value. 6. Use interactive content to promote your value proposition
  41. • ebooks; • white papers; • calculators; • quizzes; • infographics; • landing pages; • videos. You can use interactivity to create incredible presentations. Among the main materials we can highlight:
  43. BENEFITS OF HAVING A GOOD AND EFFECTIVE VALUE PROPOSITION 1. Gives Direction A Value Proposition gives you direction by defining your ideal target audience right up-front, and then identifying and understanding a core need that you look to satisfy with your planned solution 2. Creates Focus A robust Value Proposition gives you and your team focus by identifying the fundamental initiatives, activities and aspects of your business that will have the greatest impact on meeting your defined target audience's needs.
  44. 3. Breeds Confidence Having a strong and honed Value Proposition gives you, your team, and your stakeholders clarity so that you can progress without questioning and second-guessing your every move 4. Improves Customer Understanding and Engagement The Value Proposition gives you the basis to engage with customers in a compelling and resonant manner by understanding how they view you, and your products or services
  45. 5. Provides Clarity of Messaging Especially as a start-up without any brand recognition, you're going to have to paint a very clear picture as to why you’re worth people's time. The Value Proposition frames not only how you're creating value for your audience by addressing a core need, but critically why your solution is better than what they are currently doing or using, or versus whatever else is potentially out there that could do so. 6. Increases Effectiveness of Marketing` By truly understanding your desired customers and their core need that you're solving for, you're able to focus on the channels and vehicles that are most relevant, and will effectively communicate the benefits and advantages of your solution.
  46. THANK YOU!!
  47. B E S 5 T E C H N O P R E N E U R S H I P 1 0 1 Value Proposition: Value = Benefits/Costs 0 2 / 1 7 / 2 0 2 2
  48. What is Value, Benefits, and Costs? Value – Value measures a product or service's worth and compares it to its possible alternatives. This determines whether the customer feels like they received enough value for the price they paid for the product/service. The customer’s perception of the worth of your product or service. Worth can mean several things: the benefit these products or services provide to your target market, or the value for money they offer. What are the customer benefits? What are the customer costs? 0 2 / 1 7 / 2 0 2 2
  49. Customer Benefits – The term customer benefit is tied to the customer’s needs, which are satisfied by a particular product or service. This need determines which product or service the customer buys. The term benefit sounds very rational. But even needs like fun, luxury or a certain image can be a customer benefit. Measuring customer benefits Customer benefits can include: • The quality of your product or service • Your public image and company values • Your ability to provide a better offering that competitors • The customer experience you provide • The quality of your customer service • The value you impart on them when they choose to buy with you 0 2 / 1 7 / 2 0 2 2
  50. Customer Costs Tangible costs might include: • The financial cost of your product or service • Upfront costs, such as installation or onboarding fees • Maintenance costs • Renewal or repurchasing costs • Access costs for your product or service The costs that are hard to quantify (intangible) are: • Bad customer experience • The time it takes to make a purchase • The emotional cost of engaging with your brand and making a purchase • The social cost of choosing you over competitors • The time cost of undergoing the learning curve for your products or services 0 2 / 1 7 / 2 0 2 2
  51. Measuring Customer Value Perceived Value = Perceived Benefits / Cost Two identical products with identical exposure can only compete on cost. Two differentiated products do not have to compete on cost. Products are not just differentiated by their features. They can also be differentiated because of their brand. 0 2 / 1 7 / 2 0 2 2
  52. Herman, an environmentally conscious (“green”) consumer, has two electric cars and he recently bought a Toyota Prius. Why did he buy a Prius and not a Ford Taurus, which is about the same price? 0 2 / 1 7 / 2 0 2 2
  54. Hello! I am Mike O. Sumayang Civil Engineering Students 3A. You can find me at 2
  55. What is the Value Proposition Statement? - a simple statement that summarizes why a customer would choose your product or service. It communicate the clearest benefit that customer receive by giving you their business.
  56. “ THE ELEMENTS OF A VALUE PROPOSITION ◇ Headline - The headline of your value proposition describes the benefit the customer will receive as a result of making a purchase from your business. ◇ Subheadline - The subheadline or paragraph should explain in detail what your company offers, who it serves, and why. ◇ Visual Element - In some cases, a video, infographic, or image may convey your value proposition better than words alone can. 4
  57. 5 Value Proposition Templates Samsung: Get Ready to Unfold Your World EXAMPLE OF VALUE PROPOSITION STATEMENT
  58. 6 Headline: Get Ready to Unfold Your World Subheadline/paragraph: This is everything you’d want in a premium, durable, 5G smartphone. Then we made it unfold — revealing a massive screen so you can watch, work and play like never before.
  59. 7 Visual Element:
  60. 8 Customer Profile for Samsung Customer Jobs: Samsung customers are tech-savvy and follow the latest trends, driven by efficiency and aspirational lifestyles. Gains: Customers want an all-in-one way to enjoy media, work productively, and have a fun experience all in the palm of their hands. Pains: Common smartphones have size limitations that strain entertainment viewing, gameplay, and work capabilities.
  61. 9 Value Map for Samsung Gain Creators: Samsung offers a unique and expansive design with capabilities beyond that of an average smartphone, offering the most advanced technology to help customers perform tasks to fulfill work and play. Pain Relievers: Samsung provides a smartphone that displays content in tablet-like viewing and displays up to three apps simultaneously.
  62. 10 Products & Services: One of Samsung’s most popular phones is the Galaxy Z Fold3 5G folding 6.2-inch smartphone with dynamic AMOLED 2X screens, ultra-thin glass with S Penfold edition, and super-strong lightweight armor aluminum frame.
  63. Thanks! Any questions? You can find me at: ◇ @mikeobrerosumayang ◇ 11
  64. How to Write a Value Proposition
  65. • Identify your customer’s main problem. • Identify all the benefits your product offers. • Describe what makes these benefits valuable. • Connect this value to your buyer’s problem. • Differentiate yourself as the preferred provider of this value.
  66. Step 1: Identify your customer’s main problem.
  67. “ Step 2: Identify all the benefits your products offer. 4
  68. Step 3: Describe what makes these benefits valuable. 5
  69. Step 4: Connect this value to your buyer’s problem. 6
  70. 7 Step 5: Differentiate yourself as the preferred provider of this value.
  71. 8 Tactics to Develop an Effective Value Proposition
  72. 9 • Conduct research to determine the value proposition of your competitors. • Explain the value of your products and services. • Describe the benefits your ideal customer will experience when they choose your product or service over the competition. • Develop a unique value proposition for each buyer persona you serve. • Test your value proposition with your audience using various marketing channels.
  73. 10 1. Conduct research to determine the value proposition of your competitors.
  74. 11 2. Explain the value of your products and services.
  75. 12 3. Describe the benefits your ideal customer will experience when they choose your product or service over the competition.
  76. 13 4. Develop a unique value proposition for each buyer persona you serve.
  77. 14 5. Test your value proposition with your audience using various marketing channels.