Course curriculum

  • 1

    Module 1: Customer

    • 1.1 - Customer Segments (BMC)

    • Transcript - Customer Segments

    • 1.2 - Core Customer Profile

    • Transcript - Core Customer Profile

    • 1.3 - Customer Needs, Pains and Gains

    • Transcript - Customer Needs, Pains and Gains

    • 1.4 - Customer Relationship (BMC)
  • 2

    Module 2: Delivering Value Proposition

    • 2.1 - Key Building Blocks - Key Resources (BMC)

    • 2.1 - Key Building Blocks - Key Activities + Key Partners (BMC)

    • 2.2 - Value Map

    • Transcript - Value Map

    • 2.3 - Value Proposition Fit: Customer - Secret Sauce - Differentiation (BMC)

    • Transcript - Value Proposition Fit

  • 3

    Module 3: Differentiation

    • 3.1 - Unique & Valuable Position

    • Transcript - Unique & Valuable Position

    • 3.2 - White Space

    • Transcript - White Space

    • 3.3 - Secret Sauce / X-Factor / Moat

    • Transcript - Secret Sauce / X-Factor / Moat
  • 4

    Module 4: Go-To-Market

    • 4.1 - 3 Year Playbox

    • Transcript - 3 Year Playbox

    • 4.2 - Channels to Market (BMC)

    • Transcript - Channels to Market

    • 4.3 - Market Map

    • Transcript - Market Map

    • Channel Partners Supplementary Notes
  • 5

    Module 5: Commercial Model

    • 5.1 - Revenue / Pricing 1: Pricing Design Decisions + Key Principles

    • Transcript - Revenue / Pricing 1

    • 5.1 - Revenue / Pricing 2: 5 Powerful Pricing Model to use

    • Transcript - Revenue / Pricing 2

    • 5.1 - Revenue / Pricing 3: Examples walk through + Designing your Pricing Model

    • Transcript - Revenue / Pricing 3

    • HBR Article: Expand your Pricing Paradigm by Rafi Mohammed

    • 5.2 - Cost Structure (BMC)

    • Transcript - Cost Structure

    • Cost Structure Excel Template

    • 5.3 - Profit Model / Unit Economics

    • Transcript - Profit Model / Unit Economics
  • 6

    Module 6: Putting It All Together

    • 6.1 - Business Model Canvas

    • Business Model Canvas Overview

    • 6.2 - Execution (1) - Rock & Sand Model

    • Transcript - Rock & Sand Model

    • 6.2 - Execution (2) - Go-To-Market Roadmap

    • Transcript - Go-To-Market Roadmap

    • 6.3 - Execution - 3 Year (Business) Roadmap

    • Transcript - 3 Year (Business) Roadmap
  • 7

    Module 7: Crossing Chasm (Extra)

    • 7.1 - BeachHead Segment

    • Transcript - BeachHead Segment

    • 7.2 - Whole Product Model

    • Transcript - Whole Product Model

    • 7.3 - Leverage Bowling Model

    • Transcript - Leverage Bowling Model

Listen to Founders' answer FAQ

and advise on how to get the best out of the program.

1) What are the Before & After outcomes of impact?


2) What are blindspots revealed?

3) Could I just do some modules and not all?

4) Who should be part of the Process? CEO / Co-founders / Leadership Team?

5) What's the ROI for my time and effort commitment?

6) How to get the best out of the Program + Why does the Process work?


7) Is this Useful even if I have MBA or MNC experience?

8) What are the impact beyond the Program?


Whats the impact?

Cognitensor - AI for Energy Procurement

Pankaj - President

It's been a complete transformation and we are very thankful for this. One thing I like is the integration and end-to-end part, that's the reason why we have chosen this as the standard, because it integrated very well and takes care of some critical elements that other tools don't provide. The unique thing is how the dots get connected. In the end, when they get connected, you have the complete picture!

Planys Technologies - Marine Robotics

Tanuj - CEO & Founder (Forbes Asia Top 100 Startup)

It has allowed us to position ourselves very uniquely in front of customers as well as against competition. Also given us a lot of clarity on our value proposition and revenue model. Our communication to our customers has gotten that much better, something we used to struggle with. We knew what business we are in, but the revenue model, value proposition, white space, the fit 1 fit 2 and fit 3, was brilliant. A lot of things that you did in the coaching will change the legacy of the company.

SpareIT - Auto Aftermarket Platform

Romi - CEO & Co-founder

We got a lot of clarity and articulation of how to position ourselves, earlier we are all over the place trying to understand is it a garage story, a supply chain story, or is it a EV story, and we are actually non of those. The bottom line is you might have a great idea and execution team, but if you don't have the direction to deploy you are just going to be a headless chicken. The direction with an execution mindset is important, clarity with what you need to prioritize what to do to move forward, that’s something which was missing in our initial months of growth. Now I actually have answers today for what I didn't have.

Embedsense - IOT Smart Factory Solution

Venkat - CEO & Co-founder

I wish we had done this 3 years ago, that would have helped us more tremendously. We were doing many of these but in bits and pieces, it would have been easier had we done it earlier. It would have let us focus more on the things that matter the most. When we have so much constraints as a startup, its even more important we really plan how we are going to navigate this maze. As an outcome, we were able to consolidate our pricing strategy and focus on a product with clarity of how to position it.

Exactspace - Industrial AI

Rahul - CEO & Co-Founder

When we started off, there were a lot of ideas, what this program helps me is to break down the entire biz into very digestible blocks. Specifically, the GTM module was particularly important for us, it was something that we thought we were fairly ok and had some idea, but there were a few insights that came out of it, which were not necessarily things that we had thought through completely before, so, being able to break it down, having a structure that we can rank these segments, priorities and see how we fit into each of them, that was really useful and with more clarity, we emerge with a different plan. I think just making smaller chunks of the large biz plan helps us a lot.