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Problem and Solution Pitches

Background

Pitching Problems

APPortunity introduces the “Problem Pitch”, the key innovation moving the event beyond the familiar “Shark Tank” model to a “Shark Tank Plus: Driven by Demand” model. People with real everyday delivery responsibilities, blocked by technical issues, will describe in detail the nature of their technical challenge and the value that its solution could unlock. Investors and solution vendors can hear straight from delivery experts exactly what they need so that the solution and the market can be created simultaneously. The format for a Problem Pitch is to ask and answer three simple questions:

1 – Who Needs Help? Describe yourself: your work, the mission of your organization, the services that you deliver, and your customers.

2 – What Help Do They Need? Describe the element of your delivery that is the hardest or most frustrating, that if made smoother would allow you to deliver the most value to your customers.

3 – How Will They Know They’ve Been Helped? Describe the objective measurable effects (and the measurement mechanics) of solving the problem in terms of value delivery to your customers, e.g. shorter lead times (RFP-to-invoice interval), increased range (fleet vehicle data collection, fuel cost), improved accuracy (false positive rate, false negative rate).


PRESENT YOUR DEMAND SIDE PROBLEM

Pitching Solutions

The classic pitch that one thinks of for a “Shark Tank” style investment panel starts by framing the problem, and then offering a solution. To craft a solution pitch: answer the Problem Pitch questions above, or if your solution dovetails with an existing Problem Pitch, simply recap the three questions from that pitch:

1 – Who Needs Help? Describe the demand-side professional your solution will help: their work, the mission of their organization, the services that they deliver, and their customers.

2 – What Help Do They Need? Describe the element of their delivery that is the hardest or most frustrating, that if made smoother would allow them to deliver the most value to their customers.

3 – How Will They Know They’ve Been Helped? Describe the objective measurable effects (and the measurement mechanics) of solving the problem in terms of value delivery to their customers, e.g. shorter lead times (RFP-to-invoice interval), increased range (fleet vehicle data collection, fuel cost), improved accuracy (false positive rate, false negative rate).

4 – What Exactly Will We Do To Help? Describe the specific actions, tools, technologies, and processes that will be applied to resolve the problem, and the metrics of benefit you predict will improve as a result.

5 – What Is In It For Us? Describe the pricing model for the intervention or solution, and how it relates to the value of the solution in terms of the Question 1 delivery mission. And briefly describe any other ways that the provision of this solution benefits you, the provider: e.g. your father suffers from Alzheimers and your solution would enable Alzheimers caregivers to achieve better outcomes.


PITCH YOUR SOLUTION

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