LearningHouse.com | (502) 589-9878

Kauffman FastTrac Tech Venture Program

March, 28, 2011

About Me

Follow Me

• www.hueyequity.com

• Blog at www.hueyequity.com/blogg

• On Twitter at @stevenhuey

six services | ONE SOLUTION

All the resources and knowledge to design and customize every aspect of an effective online education program

PublishingMarketingInfrastructureTrainingSupportConsulting

5images by JAM

customer segments

key partners

cost structure

revenue streams

channels

customer relationships

key activities

key resources

value proposition

The Challenges of Defining Target Markets

Customer Development

Customer Development

The Search For the Business Model

CompanyBuilding

Customer

Discovery

Customer

Validation

Customer Creation

Pivot

Steve Blank – The Four Steps to the Epiphany

Tighten the Feed-Back Loop

Assess / Analysis

Plan/ Design

Implement / Develop

Evaluate

APIE or ADDIE are both methods for describing a feed-back loop. The faster you can go through the loop the more you learn and adapt.

Feed-Back Loop

CUSTOMER SEGMENTS

which customers and users are you serving? which jobs do they really want to get done?

Source: Business Model Generation

Learning House – Framing The Market

Other Client Characteristics

• Size of schools• Public or Private• Undergrad or Grad• What faiths

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Catholi

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Christi

an

Other

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Who Buy’s

President

V.P.A.A.

Academic

Dean

Academic

Dean

C.F.O.

Institutional Advancement

Pro-Online or Unavailable

Pro - Online

Anti-Online or oblivious

Likely Buyers

Likely Implementers

Our Customer Segments

Then• Small Private Schools

500 – 2,500 Full-Time Equivalent Students Private schools – state systems too messy and RFP

based Have little to no presence online Largely tuition dependent – no large endowment

Now• Middle tier State Schools

Some online Under severe budget crunch Tired of current provider

VALUE PROPOSITIONS

what are you offering them? what is that getting done for them? do they care?

six services | ONE SOLUTION

All the resources and knowledge to design and customize every aspect of an effective online education program

PublishingMarketingInfrastructureTrainingSupportConsulting

Value Chain Analysis

Highest Value Capture

Controls the chain

Best Source for Information

1. Talking to the Customers

2. Trade Shows where we could talk to the customers and other vendors

CHANNELS

how does each customer segment want to be reached? through which interaction points?

19images by JAM

customer segments

key partners

cost structure

revenue streams

channels

customer relationships

key activities

key resources

value proposition

Recommended Resources

Blogs Steve Blank’s Blog : http://steveblank.com/ Eric Ries Blog: http://www.startuplessonslearned.com/ Fred Wilson’s Blog: http://www.avc.com/

Books Four Steps to the Epiphany, Steve Blank Business Model Generation, Alexander Osterwalder The Profit Zone, Adrian Slywotzky

Thoughts on Raising Money

Seed Funding

•Business Formation(First Pass)A Round

•Verify Customer and Value Prop (Second Pass)

B Round

What Key Assumptions are you Testing?

Test Riskiest Assumptions First!