Embed Size (px)
Citation preview
@voriticVíctor Rico
The Business Model Canvas
designed by: Strategyzer AGThe makers of Business Model Generation and Strategyzer
This work is licensed under the Creative Commons Attribution-Share Alike 3.0 Unported License. To view a copy of this license, visit:http://creativecommons.org/licenses/by-sa/3.0/ or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
strategyzer.com
Revenue Streams
Customer SegmentsValue PropositionsKey ActivitiesKey Partners
Cost Structure
Customer Relationships
Designed by: Date: Version:Designed for:
ChannelsKey Resources
The Startup Pillars (Legal, Finance, Business Model, Customers)
"If you want to build a ship, don't drum up the people to gather wood, divide the work, and give orders. Instead,
teach them to yearn for the vast and endless sea."
Antoine De Saint-Exupery
T A L E N
Visualize Inc. | 452 Bonnie Briar, Suite 100, Birmingham, MI 48009 | +1.888.88.GOALS | www.visualize.com Visualize for ValueSelling | Copyright ©2007-2013 by ValueSelling Associates, Inc. | Creators of the ValueSelling Framework® 1
Opportunity Assessment and Forecast Accuracy Guide
Executive Abstract Often, opportunity assessment (or management deal review) is an overly complicated process, consisting of layers-upon-layers of forms. One of the major drawbacks to this approach is the fact that sales professionals only complete the forms when they have to, they obtain little to no return on this effort, and they don’t consistently use the information to inspect and gain insight into their opportunities. The ValueSelling Associates approach is to analyze opportunities and insure that pipeline accuracy is in direct correlation to the process the customer follows to make buying decisions. Our customer will execute and evaluate opportunities through a buying process—with or without us. Thus, we need to assess our opportunities from the customer’s perspective of what is important to proceed to invest in our solution and release funds. The Qualified Prospect Formula® identifies and tests four key components to determine if the opportunity is truly qualified – a VisionMatch that is differentiated, Value, Power, and Plan.
Overview The Opportunity Review process analyzes four key components of an opportunity to determine the likelihood that the customer will invest in your solution. If one component is determined to be lacking or undeveloped (a “zero”), the prospect is considered unqualified until that component can be validated. The Qualified Prospect Formula® shown below illustrates the qualification process.
QP = VisionMatchD x Value x Power x Plan®
Definitions □ VisionMatchD: In the prospects words > How our solutions resolve problems linked to a true
Business Issue. We must have unique problems that we solve. This answers the question, “Should the customer buy?”
� Business Issue: What the customer needs to address and resolve to achieve their
business objectives of growing profits – these are issues like decreasing costs, increasing revenue, time to market, etc.
� Problem: The difficulties that prevent the prospect from satisfactorily resolving their business issues. Usually involves people, process, and/or technology.
� Solution: The capabilities that any vendor needs to supply to enable the prospect to properly address their business issues.
□ Value: The customer’s perception of the impact of being able to resolve their business issues.
This is always a combination of tangible and intangible components. Business Value and Personal Value. This answers the question, “Will they buy?”
□ Power: The individual(s) within the prospect’s organization that has the ability to say yes and no.
This answers the question, “Can the customer buy?” □ Plan: The steps necessary to mitigate risk in the mind of the buyer to proceed in the resolution of
their business issue, to be confirmed in writing. This answers the question, “When will they buy?”
V A L U E
S E L L I N G
M E T H O D O L O G Y
YES
