2. Gain Creators
What can you offer
your customers to help
them achieve their
gains?
Pain Relievers
How can you help your customers
relieve their pains before, while, and/or
after the job?
Products & Services
What product and services do you offer
to help your customers get their job
done?
Gains
What would make your
customer happy? What
benefits do your
customers seek from
doing the job?
Job-to-be-Done
What is the job the
customer wants to get
done?
Pains
What troubles your
customer in doing his job?
What is preventing your
customer from getting the
job done?
3.
4.
5.
6. Follow-up with
attachments from
session and information
on Entrepreneur
Assesment
Orientation
Customer Journey
PRE-ORIENTATION ORIENTATION POST-ORIENTATION
Anamaria Contreras
Resource providers
websites event calendars
Social Media post (JWBC)
Customer Referrals
Word of Mouth
Register
via link
Receive link
and
download
Adobe
Connect
Receive
link to
session
Sign in to
session
Learn about
Entrepreneur
ecosystem
Learn
about
resource
partners
Complete
InoVet.It
canvas
Q&A with
resource
providers
Sign up to JWBC
Programs, JAXBridges,
AYBD
Connect with SCORE
counselor
Goal
Provide information on
ecosystem and resources
available in Jax
Experience
Learn about resources available for entrepreneurs in an
interactive way, with an opportunity to communicate
with resource providers during the session
Satisfaction
Measured by continued
participation in various
programs
Service Journey
OUR
CUSTOMER
JOURNEY
7.
8.
9.
10. Target to Businesses Targeted to
Consumers
Targeted to
Government
Initiated by business B2B
Business to business refers to
business that is conducted between
companies, rather than between a
company and individual consumers.
B2C
Business to consumer (B2C) is
business or transactions conducted
directly between a company and
consumers who are the end-users of
its products or services.
B2G
Business-to-government or
B2G refers to business conducted
between private sector firms and
governments.
Initiated by
consumers
C2B
In the C2B model, businesses profit
from the willingness of consumers to
name their own price or contribute
data or marketing to the company,
while consumers profit from
flexibility, direct payment, or free or
reduced-price products and services.
Some examples of C2B are Amazon
Affiliates, Google Adwords
C2C
Customer to customer (C2C) is
a business model that facilitates an
environment, usually online, where
customers can trade with each other.
Two implementations of C2C markets
are auctions and classifieds.
Initiated by
government
See B2G
Former Present New Prospect
11. N e w C u s t o m e r P e r s o n a S t r a t e g y
F o r m e r C u s t o m e r P e r s o n a S t r a t e g y
P r o s p e c t P e r s o n a S t r a t e g y
P r e s e n t C u s t o m e r P e r s o n a S t r a t e g y
12. Need To Do Doing Done
F
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Product-
Market
Product-
Customer
Value
Proposition
State
Hypotheses
Personas
Testing Define
Customer
Journeys
Customer
Interviews
Identify
JTBD by
Customers
Former
Customer
Strategy
Present
Customer
Strategy
Value
Proposition
Position
Define
Customer
Segments
New
Customer
Strategy
Test
Hypotheses
13. Need To Do Doing Done
F
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t
C
u
s
t
o
m
e
r
V
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l
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d
a
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i
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