Intro to Value Propositions

EQ - How does a well-understood customer persona aid the determination of a value proposition?

1. Q&A
2. Quiz - Customer Segments
3. Introduction to Multi-sided Platforms
4. Activator - Using the content of your empathy map homework assignment, create a short story to describe who this person is and what matters to him/her (3 Volunteers needed to share).
5. Introduction to Customer Persona Development
1. Defined
2. How to develop a customer persona *Brief Article*
3. Try it *Graphic Organizer*
4. Share it
6. AP - TPS Questionnaire
1. What is a customer persona?
2. What elements should be included in a customer persona?
3. How would you score your understanding of customer personas (0-10 w/ 10 the best)
4. What leads you to score yourself this way?
7. Debriefing
8. Activator - Discussion Questions
1. What does value mean to you?
2. What does value mean to your potential customers?
9. Introduction to Value Propositions *Graphic Organizer*
1. What is a VP?
2. What are the elements of a VP?
3. Define "value-added"
4. 11 types of VPs
5. Key Questions when determining VPs
10. TOD - AP - How can a customer persona help determine a company's value proposition?

Intro to Business Model Generation

EQ - How does an entrepreneur select a profitable customer segment?

1. Q&A
2. Empathy Map Quiz
3. Activator - Intro to Business Model Generation




4. Introduction to the Business Model Canvas
1. Distribution of Graphic Organizer
2. Reading Guide Packet
3. Building Blocks
5. AP - (TPS) Why should an entrepreneur consider using the Business Model Canvas to develop a business model?
6. Introduction to Customer Segments
1. What? Why? How?
2. Five basic types - Jigsaw
3. Examples
7. AP - (TPS) How does using an empathy map help us understand and define our customer segment(s)?
8. Together - Developing a Customer Segment (Continuing the cafeteria example)
1. Review empathy map
2. Identify patterns/trends
3. Determine all potential groups of people who may be served
9. Discussion Question - How do we know which segment to choose?
1. FOP
2. S&D
3. Profitability
10. AP - (TPS) Which type(s) of customer segment(s) have you determined for the cafeteria?  Explain your thinking.
11. Making Connections Discussion
12. TOD - Responding to the EQ

**Prepare to discuss your business concept next class**

Empathy

EQ - How does a business use empathy to connect with its customer segment?

1. Activator - Silly Cow
1. Brainstorming Rules
1. Stay Focused
2. Enforce Rules
3. Think Visually
4. Prepare
2. Discussion Question: How do we know if we have an idea that people will care enough about to support it?
3. Cartoon Analysis - PowerPoint 
4. Empathy In Business
1. Actively Read the Perspective 
2. Discussion Question - What message is the author trying to convey?
5. Collaborative Pairs Brainstorming
1. What might your customer segment(s) want?
6. Introduction to the Empathy Map "XPLANE"
7. Empathy Map Example - Microsoft 
8. Try it Together - On the board
9. Shifting Perspectives - No More Us Vs. Them  
10. TOD - Answer the EQ