Lean CanvasIntroduction

ObjectiveEstablish a Common

Language

English

The Language of Global Business

TANGO!

The Language of Love

Lean

Canvas

A tool (common language)

to identify product market fit

Cost Structure Revenue Streams

Problem Solution

Objectives/

Goals

Value

Proposition

Unfair

Advantage

Channels

Customer

Segments

Product Market

Question

Who is this for?

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?

Question

Do I have a problem worth

solving?

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”

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.

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.

Question

Why Intelex?

Unfair Advantage

What defensible differentiators

do we have?

Is this something that cannot

be easily copied or bought?

Unique Value

Proposition

Putting it all together

Value Proposition

Single, clear, compelling

message

• What is it?

• Is it for me?

• Why buy it from you?

(info form the model)

SolutionProduct 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

Objectives &

Cost

Structure

Product objectives and

costs

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)

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

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

Channels &

Revenue

Streams

Channels and revenue

projections

Channels

Four functions of Channels

• Communication

• Distribution

• Sales

• Support

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?)

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

Thanks