WVIA Accelerator CoHort Bootcamp Workshops 1-8
Market Assesment / Strategy - Workshop 1
| Market Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Market Problems | Bootcamp A100 | Identify problems in the market. Interviewing customers, recent evaluators and untapped potential customers |
| Validate urgent problems to show their pervasiveness in the market | ||
| Talking to the market, gathering data, detailed independent analysis | ||
| Inquisitive and strategic approach toward uncovering persona market problems | ||
| Facilitating productive interviews, focus groups and meetings | ||
| Creating Presentations | ||
| Primary research | ||
| Analytical thinking | ||
| Data synthesis |
| Win/Loss Analysis | Bootcamp A200 | Understanding patterns tied to why evaluators did or did not buy a product |
| Uncover what steps they took in the buying process | ||
| Talking to the market, gathering data and doing detailed independent analysis | ||
| Objective (not involved in sales effort) | ||
| Gaining the trust of sales to evaluate the process, not the salespeople | ||
| Strategic thinking | ||
| Distinctive Competencies | Bootcamp A300 | Identify, articulate and leverage the organization’s unique abilities to deliver value to the market |
| Defining how products are built, delivered, sold and supported | ||
| Taking a broader view of how the organization delivers value | ||
| Competitive Landscape | Bootcamp A400 | Identify competitive and alternative offerings |
| Assessing the frame of reference when choosing the comparison universe (i.e., knowing what | ||
| kind of problem you’re really solving and what kind of product you’re really offering) | ||
| Assess competitive strengths and weaknesses | ||
| Developing a strategy for winning against the competition | ||
| Talking to the market, data and detailed independent analysis | ||
| Strategic thinking | ||
| Asset Assessment | Bootcamp A500 | Identify competitive and alternative offerings |
| Assessing the frame of reference when choosing the comparison universe (i.e., knowing what | ||
| kind of problem you’re really solving and what kind of product you’re really offering) | ||
| Assess competitive strengths and weaknesses | ||
| Developing a strategy for winning against the competition | ||
| Talking to the market, data and detailed independent analysis | ||
| Strategic thinking |
Focus - Workshop 2
| Focus Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Market Definitions | Bootcamp B100 | Articulating segments using “problem-based segmentation” |
| Map needs with target markets | ||
| Analyze market segments to actively pursue fit/profit | ||
| Ensure targeted segments are large enough to support the current and future business of the product | ||
| Distribution Strategy | Bootcamp B200 | Determine which channels best align with markets’ buying preferences |
| Research, Understanding, how users want to receive the product and how they want to use the product | ||
| Determine the value or incentive for distributors and profitability model | ||
| Product Portfolio | Bootcamp B300 | Integrate products, services and partners into a set (or portfolio) focused on solving a problem for the market |
Manage the portfolio like a product (business plan, positioning, buying process, market requirements and marketing plan) | ||
| Product Roadmap | Bootcamp A400 | Illustrate the vision and |
| Define Key phases of deliverables for the product | ||
| Roadmap as a prediction, not a commitment | ||
| Synthesize market needs with efficient developmental workflows |
Business Strategy - Workshop 3
| Business Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Business Plan | Boot Camp C100 | Performing an objective analysis of a potential market opportunity to provide a basis for investment |
| Articulating the market and quantifying the risk | ||
| Including a financial model | ||
| Making a go/no go recommendation based on data | ||
| Pricing | Boot Camp C200 | Establish a pricing model |
| Pricing schedules | ||
| Pricing guidelines | ||
| Pricing procedures | ||
| other pricing parameters | ||
| Buy, Build or Partner | Boot Camp C300 | Determining the most effective way to deliver a complete solution to the market |
| Product Profitability | Bootcamp C400 | Monitoring and analyzing key performance indicators |
| Determine how well the product is performing in the market | ||
| How results impact the company operations | ||
| How it contributes to profit | ||
Segregating internal products or services, instead of revenue or profit, determine success in improved usage or adoption rates | ||
| Innovation | Boot Camp C500 | Focusing team creativity on solving market problems |
| Leveraging your organization’s distinctive competencies | ||
| Creating the Free Prize Inside |
Planning - Workshop 4
| Planning Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Positioning | Boot Camp C100 | Formulate in-depth understanding of problems by segment and persona |
| Describe the product by its ability to solve market problems | ||
| Create positioning documents by segment and persona for use in external messaging | ||
| Buyer Experience | Boot Camp C200 | Research and document the buying process target personas use to select a product |
| Create/Document understanding of the barriers that buyers encounter during their selection process | ||
| Create a buyer’s journey map | ||
| Assess available tools and support that align with each step of the buying process | ||
| Buyer Personas | Boot Camp C300 | Define typical buyers involved in the purchase of company products and services |
| Create and share persona documents for each buyer type | ||
| Communicate Understanding of win/loss and market interviews | ||
| Trend-spotting from interviews with all components of market | ||
| Making the persona “come alive” to all parts of the organization, keeping fresh and relevant | ||
| User Personas | Bootcamp C400 | Define the users of products or services. |
| Q: Who do you need to solve problems for? | ||
| ` | ||
| Use Scenarios | Boot Camp C500 | Illustrating market problems with the problem in context |
| Create problem-based requirements | ||
| Document, provide context on how the problem shows up in a day in the life of the user | ||
| Stakeholder Communications | Boot Camp C600 | Managing proactive communications with relevant stakeholders from strategy through execution (Board, Team, Investors, Departments) |
| Providing relevant, timely, and easy to consume updates to all internal and external audiences | ||
| Define key metrics and goals related to project progress and success | ||
| Measure and report on progress toward metrics and goals |
Programs - Workshop 5
| Programs Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Marketing Plan | Boot Camp C100 | Defining strategies and programs that generate awareness and leads for the upcoming fiscal period—including measurements and goals. |
| Revenue Growth | Boot Camp C200 | Creating detailed, scalable model plans and budgets for selling products and services to new customers |
| Revenue Retention | Boot Camp C300 | Defining detailed plans and budgets for ensuring customer loyalty and selling/upselling additional products and services to existing customers |
| Launch | Bootcamp C400 | Defining specific launch goals and strategies |
| Developing launch plans and supporting documentation | ||
| Ensuring cross-organizational readiness | ||
| Tracking and communicate launch status | ||
| Awareness | Boot Camp C500 | Creating / Delivering thoughtful information to influence key market constituents |
| Influence key audiences via strong content | ||
| Delivering presentations to internal and external audiences | ||
| Building Thought Leadership Content/Channels | ||
| Nurturing | Boot Camp C300 | Developing a lead nurturing process turning prospects into satisfied customers. |
| Upselling /Cross-selling existing customers on new products and services | ||
| Advocacy | Bootcamp C400 | Identifying customers willing to participate in testimonials, case studies or reference accounts |
| Capture and share stories of customer success | ||
| Utilize advocates in a variety of programs including event and thought leadership | ||
| Measurement | Boot Camp C500 | Measure and tune product efforts to ensure alignment with corporate goals |
Enablement - Workshop 6
| Enablement Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Sales Alignment | Boot Camp F100 | Aligning the organization’s selling process to the buying process. |
| Describing information needs for key personas at each step in the process | ||
| Aligning sales support content to various stages of the sales process | ||
| Creating Sales Process Workflow | ||
| Aligning Funnel Stages | ||
| Sales Tools | Boot Camp F200 | Creating tools for salespeople |
| Focusing on a step by step tools of the selling process | ||
| Channel Training | Boot Camp F300 | Designing and delivering training programs to help sales channels focus on how to sell the product, (not how to use it) |
Support - Workshop 7
Support (Internal/External) Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Programs | Boot Camp G100 | Providing market and solution information to support internal and external marketing programs |
| Providing market understanding and positioning to align with corporate goals | ||
| Operations | Boot Camp G200 | Providing market and solution information to support the operations group |
| Events | Boot Camp C300 | Providing product and market expertise for events: conferences, tradeshows, webinars and seminars. |
| Street Credibility | ||
| Storytelling | ||
| Industry Understanding | ||
| Channels | Bootcamp C400 | Providing ongoing support for the sales channel. |
| Identifying opportunities to make support more repeatable |
Funding - Workshop 8
| Funding Workshop | ||
| Workshop Title | Code | Workshop Topics |
| Equity | Boot Camp H100 | Co-founder equity split |
| Shares for others | ||
| Vesting schedules | ||
| Budget | Boot Camp H200 | First year budget |
| 3-year P&L projections (funded/not-funded) | ||
| Valuation | Boot Camp H300 | Exit Valuation |
| Size of the Prize | ||
| Preparing for Launch | Bootcamp H400 | Educating Yourself |
| Defining the Business Concept | ||
| Perform a Reality Check | ||
| Strategic Landscape | ||
| Developing the Plan | ||
| Getting Feedback on Your Plan | ||
| Testing the Market | ||
| Start the Business | Bootcamp H500 | Incorporate as a Delaware C Corp |
| A Good Lawyer | ||
| Divide Equity | ||
| Being part of the Entrepreneurial Ecosystem | ||
| Grow the Business | Bootcamp H600 | Recruit Top-Flight Talent. |
| Recruit Your Board of Directors and Advisors. | ||
| Consider Outsourcing. | ||
| Make the Most of Professional Help | ||
| Choose Your Supporting Services. | ||
| Manage Your Business With Analytics…on Everything. | ||
| Establish and Manage Your Credit Prof le. | ||
| Set Up Your Employee Stock Option Plan | ||
| Identify and Attract Investors. | ||
| Learn How to Pitch | ||
| Preparing for Due Diligence Is a Perpetual Activity. | ||
| Raise Funds Through Online Platforms. | ||
| Manage Your Investors. | ||
| Manage the End Game | Bootcamp H700 | Head for the Exit. |