Materials I used to provide a general overview of the lean canvas methodology for product development and business objective planning

1. Lean Canvas
Introduction

2. Objective
Establish a Common
Language

3. English
The Language of Global Business

4. TANGO!
The Language of Love

5. Lean
Canvas
A tool (common language)
to identify product market fit

6. Cost Structure Revenue Streams
Problem Solution
Objectives/
Goals
Value
Proposition
Unfair
Advantage
Channels
Customer
Segments
Product Market

7. Question
Who is this for?

8. Customer Segments
For whom are we creating
value?
• (Mass Market, Niche Market,
Segmented, Diversified, Multi-sided
Platform)
Who are our most important
customers?
• What are the characteristics of an
early adopter?

9. Question
Do I have a problem worth
solving?

10. Problem
• What are the top 3 problems for the customer segment being
looked at?
• What existing alternative solutions exist? (Do this for each segment
being looked at)
• Most problems will have an existing solution, including “do nothing”

11. Solution
• Evaluate options
• Is there a high value low hanging fruit?
• What are the top 3 features or capabilities of how we will address
the problem?
• Simplicity--the art of maximizing the amount
of work not done--is essential.

12. Solution
Increment
• We use incrementing to gradually build up
functionality.
• We release incrementally so that we
actually get that business value we're
chasing.
Iterate
• We iterate to find the right solution.
• Given some good candidate solution, we
might then iterate to improve a candidate
solution.
“Iterating” and “Incrementing” builds a rough version, validate it,
then slowly build up quality.

13. Question
Why Intelex?

14. Unfair Advantage
What defensible differentiators
do we have?
Is this something that cannot
be easily copied or bought?

15. Unique Value
Proposition
Putting it all together

16. Value Proposition
Single, clear, compelling
message
• What is it?
• Is it for me?
• Why buy it from you?
(info form the model)

17. Solution
Product mix are
we proposing
Gain Creator
• What vitamins can we offer
to address customer wants
• Product value prop
Wants
• Would do if
money/resources were
not an issue
Job/Role
• Who is the buyer?
• (Company, Org,
person)
Value Customer
Pain Reliever
• How can we address a
strategic need
• Product value prop
Needs
• Must do and has
compelling event

18. Objectives &
Cost
Structure
Product objectives and
costs

19. Objectives
• What key metrics will be use to evaluate the
success of the initiative?
• At a high level every initiative should map to one of
our strategic objectives (Sell more software(new),
Transition to SaaS, Retain our customers, Improve
efficiency)

20. Measures
• Define good measures for the goals
• What should we measure?
• Where and how will we measure it?
• Current Value?
• Minimum or maximum acceptable?
• Target?
• Define next milestone goal
• Ideally one per release

21. Cost Structure
Category Year 0 Year 1 Year 2 Year 3
Implementation Cost 1254167? ? ?
RC Verification 25000 25000 25000
Production Support* 75000 37500 18750
Hosting/Storage
Services (Training, Implementation)
3rd Party Tool Licensing Cost 0 0 0
Total $1,254,167 $100,000 $62,500 $43,750

22. Channels &
Revenue
Streams
Channels and revenue
projections

23. Channels
Four functions of Channels
• Communication
• Distribution
• Sales
• Support

24. Revenue Streams
What is the revenue model?
(how does this fit in our current
licensing/service business)
What is the expected
lifetime value?
What is the estimated
market size?
(How BIG is this problem?)

25. Total Addressable Market
Serviceable
Available Market
Share of Market
Estimate the number of target customers in the
market (How big is the segment?)
Estimate the portion of the TAM that is within our
reach
Estimate the portion of the SAM that Intelex
can capture

26. Thanks