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38 Cards in this Set
- Front
- Back
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What are the Three Components of a Customer Profile?
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Gains Pains Customer Jobs |
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What are the Three Components of a Value Map
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Gains Creators Pain Relievers Products and Services |
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Functional Jobs
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Tasks Your Customers are Trying to Perform
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Social Jobs
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How your Customers Want to be perceived by others. |
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Supporting Jobs
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Jobs that arise from buying, co-creating, disposal/termination |
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Pain and Gain Risks- Things That might go Wrong for Customers |
Customer Pain
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Pain and Gain Obstacles- Prevent Customers from starting a Job or Slows Them Down |
Customer Pain
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Pain and Gain Undesired outcomes can be functional, a solution doesn't work or work well, emotional, feeling bad doing this, or ancillary to the job itself, long drive. |
Customer Pain
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Pain and Gain Required Gain- The Basic Expectation |
Customer Gain
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Pain and Gain Expected Gains- Things we don't need but have come to expect |
Customer Gain
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Pain and Gain Desired Gains- Things we would love if we could get them |
Customer Gain
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Pain and Gain Unexpected Gains- Things we haven't thought of that go beyond current expectations |
Customer Gain
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What is Problem-Solution Fit?
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Have evidence that customers care about certain jobs, pains and Gains. OR/AND. Designed a value propostion that addresses those Jobs , Pains, and Gains.
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What is Product-Market Fit?
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Your products and services, pain relievers, and gain-creators are actually creating customer value and getting traction in the market.
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What is Business Model Fit?
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Your value proposition can be embedded in a profitable business model.
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What are the TEN characteristics of a great value proposition?
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1. Embedded in a great business model. 2.Focus on jobs, pains, and gains that matter most. 3.Focus on what isn't focused on, such as pains and gains not resolved or unrealized. 4.Quality of quanity when focusing on jobs, gains, and pains. 5.Focus on emotional and social jobs. 6.Align with how customers measure success. 7.Focus on a lot of people or a few who will pay a lot. 8. Differentiate from competitors. 9.Outperform competitors in at least one aspect by a lot. 10. Value propositions that are difficult to copy. |
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What is a napkin Sketch?
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Use single sketches to frame and show examples of the directions of ideas.
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What is Ad-lib
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Create alternatives with fill in the blank ad libs. |
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What is a Value Proposition Canvas?
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Canvas using customer and value maps. |
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What is represenation of value proposition?
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Bringing value propositions to life without building them.
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What is minimum viable product?
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Building a minimum feature set product to test with customers.
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What is prototyping?
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The practice of building quick, inexpensive, and rough study models to learn about the desirability, feasibility, and viability.
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Example of design constraints used to refine value proposition.
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The context in which our moviegoer finds herself will influence which jobs matter more or less to her. Having movies available thats kids would like at the right time with the right services needs to be addressed in the value proposition. Date night will also gave different needs.
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Difference of value propositions derived from tech push VS. market pull.
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Starting with an invention or technology, then making a value proposition. Start from a manifest customer job, pain, or gain for which you design a value proposition. |
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Four characteristics of high-value jobs?
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Important, Tangible, unsatisfied, and lucrative.
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What is a data detective?
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Build on existing work with (desk) research. Secondary research reports and customer data you might already have
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What is a Anthropologist
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Observe (potential) customers in the real world to get good insights into how they really behave.
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What is an impersonator?
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“Be your customer” and actively use products and service
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What is a Co-creator
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Integrate customers into the process of value creation to learn with them. Work with customers to explore and develop new ideas.
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Attributes of a earlyvangelist
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Has a problem or need, is aware of a problem, actively looking for a solution, put together pieces to form a solution, can aquire a budget.`
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Relationship between business model canvas and value proposition canvas?
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The Value Prop. is essentially the basic version of the Business Model. It discusses partners and revenue makers and etc... |
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Purpose of Value Propostion Testing?
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Start experimenting to reduce risk. |
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Customer development process stages meaning and order.
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Customer Discovery: Get out of the building to learn about your customers’ jobs, pains, and gains. Customer Validation: Run experiments to test if customers value how your products and services intend to alleviate pains and create gains. Customer Creation: Start building end user demand. Drive customers to your sales channels and begin scaling the business. Company Building: Transition from a temporary organization designed to search and experiment to a structure focused on executing a validated model. |
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Lean Startup principles (3)
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1. Design/build. Design or build an artifact specifi cally conceived to test your hypotheses, gain insights, and learn. 2. Measure. Measure the performance of the artifact you designed or built. 3. Learn. Analyze the performance of the artifact, compare to your initial hypotheses, and derive insights. |
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Why should customer profile be tested before the value map?
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If you start by testing your value proposition, you never know if customers are rejecting your value proposition or if you are simply addressing irrelevant jobs, pains, or gains.
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Testing Process Order
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Extract Hypotheses Prioritize Hypotheses Design Tests Prioritize Test Run Tests Capture Learnings Make Progress |
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Five Data Traps to avoid
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False Negative: experiment fails to detect, for example, a customer job it was designed to unearth. False- Positive Trap:testing data mislead you to conclude, for example, that your customer has a pain when in fact it is not true. Exhausted Maximum: When you think an opportunity is larger than it is in reality The Wrong Data Trap:When you abandon an opportunity because you are looking at the wrong data The “Local Maximum” Trap:When you conduct experiments that optimize around a local maximum while ignoring the larger opportunity. |
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What is Call to Action and why important |
Call to Action (CTA) Prompts a subject to perform an action; used in an experiment in order to test one or more hypotheses.
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