My presentation on Product Value for the Pragmatic Leaders webinar.

1. Pragmatic Leaders | AMA
2nd November 2017

2. • What is Product Value?
• Why does it matter?
• How do you measure it?

3. Pivot Venture Services builds software platforms
and products for early stage companies in
exchange for equity.

4. Product Capital

5. • What is Product Value?
• Why does it matter?
• How do you measure it?

6. Product Value?

7. Value is
psychological,
amorphous and
complex.

8. “Product value is the benefit that a customer gets by
using a product to satisfy her needs minus
associated costs.”

11. Prospect Theory

12. • Value outcomes are judged in terms of 'gains' & 'losses.'
• Gains and losses are relative
• "Losses loom larger than gains." (Loss aversion)
Prospect Theory

14. Endowment Effect

15. Tradeoffs
Features
Look and feel
Price
Usability
Speed
“Total Product
Value”

16. “Typically a product has a few key features that
deliver the vast majority of the aggregate value. It’s
possible to destroy overall product value by making
changes or adding new features.”

19. • What is Product Value?
• Why does it matter?
• How do you measure it?

20. Value
Price
Positioning
Features
Users

23. Product
Management
Product
Marketing
Value

24. “1000 songs in
your pocket.”

25. “Users are only
ever in three
states — they’ve
never heard about
it; they’ve tried it;
and they use it.
What you’re
managing is state
change.”

26. I don’t know you. I get you.
I want to customise
you.
I’m considering you.
User Familiarity

27. Acquisition / Growth
Core Task
Completion
AdministrationOnboarding

28. Promise of value. Delivery of value. Extension of value.
Demonstration of
value.

29. Acquisition / Growth
Core Task
Completion
AdministrationOnboarding

30. Promise of value. Delivery of value. Extension of value.
Demonstration of
value.
Aha!!

31. Software

33. Cost (Supply)
Demand
Product

34. Cost (Supply)
Demand
Product

35. Price vs. Value(?)

37. = 8
= 11

39. • What is Product Value?
• Why does it matter?
• How do you measure it?

40. “If we were able to do that, it would be
awesome!!”
“The way we work right now is a nightmare!”
“It’s an unbelievable waste of time…”
“Wouldn’t it be amazing if….!!”

43. 1. Save time
2. Reduce cost
3. Make me look good
4. Reduce anxiety

44. “Instead of thinking about features, screens or
technologies, founders and product leaders
should begin by carefully identifying the value
their product will deliver and the outcomes it will
help their customers achieve.”

45. Questions?