Workshop 14
Strengthening your value proposition during Covid-19
With Ian Walton from Sales Velocity
Manoj Ranaweera
manoj.ranaweera@techcelerate.ventures | +44 7769734491
https://techcelerate.ventures
1
To
be
de
liv
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d
Ch
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RO
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EM
Abilit
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o a
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pt
Tim
e h
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2
To be
Commun
ica
ted
Me
ss
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ing
3
To be
ackn
ow
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ged
Re
ten
tio
n and
gr
owth
Without retention, your value proposition
will suck!
Value Proposition = A Promise of Value
Copyright: Techcelerate Ltd
Without Sales, you have no business
BusinessProduct
Sales
Problem/Solution Fit
New Reality
Target Customer base
Sales Velocity
Messaging
Conversion
Product/Market Fit
To be delivered
To be communicated
To be acknowledged
A promise of value
£100k revenues or
£15k MRR
£1m ARR or
£100k MRR
Not growth, but the
Efficiency of growth
Same, or
Different
Understanding, rather than
pushy
Survive, then
Grow
Accelerate
Chat driven
Zoom driven
More time
Copyright: Techcelerate Ltd
Covid-19 Timeline
203x
Next global
meltdown
2022
Gradual return to
NEW normality
2021
Net economic
activity
2020 Feb/March
Global response
“lockdown”
2000 - Dot.com bust
2008 - Subprime mortgages
2020 - Covid 19
203x - ???
Copyright: Techcelerate Ltd

Early Stages
ARR gone past £1m with
MRR above £100k
Growth Stage
(begins)
Growth
P/S fit
MVP
Idea
P/M fit
Product has early
users/customers and
exploring early customer
acquisition channels,
under £100k revenues or
£15k MRR
Problem/
Solution Fit
Product being built or
launched recently
Minimum Viable
Product (MVP)
Validating the idea
(prototyping)
Idea Stage
Product has paying
customers with growing
MRR
Product /
Market Fit
Copyright: Techcelerate Ltd
Minimum Viable Business
Adjusting to the new norm
1.
1. Leadership
2. Product FOCUS
3. Marketing FOCUS
FOCUS
FOCUS
FOCUS
4. Sales FOCUS
FOCUS
FOCUS
FOCUS
5. Operations FOCUS
6. Customer Service
FOCUS
7. Finance FOCUS (adequacy)
FOCUS (raise) FOCUS (raise)
8. HR
FOCUS
9. Legal FOCUS
2020 Q2/3
2020 Q4
Copyright: Techcelerate Ltd
2021 H1
2021 H2