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Pain Points

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Pain Points

  1. 1. Pain Points o o o o o o Uncomfortable, Annoying , Frustrating things or situations Urgent or difficult to solve needs Underlying reason(s) for seeking a solution May not always be verbalized by customer Are cries for help Are indicator of constraints towards realization of an organizational goal o Have impact on productivity at individual, departmental and organisational levels o Higher willingness to pay and More Value realised by quickly solving of the higher order needs o Solving one need creates new Pain Points and business opportunities e.g docking stations and speakers for ipod
  2. 2. Examples of Pain Points • • • • • • • • • • • • • • • Constantly out of supplies High cycle time compared to competition Not able to get enough customers Difficulty getting repeat business Finding challenge in meeting customers demand for variety in less time Our products don’t occupy the same mindspace High attrition rate Low productivity No idea of the capacity Increase in returns Low margins Projects getting delayed Don’t know which products make good money or lose money Don’t know how much I get from existing infrastructure Can I take a big order and deliver in time
  3. 3. Why Focus on Pain Points  Money is spent on either reducing pain or increasing benefits/outcomes  Not able to realize the desired benefits/outcomes is a Pain  Organizational performance and growth are constrained by the availability of resources , markets and competition  Developing appropriate product and/or service and/or technology and/or solution and/or processes aid in solving or reducing pain point(s)  Misplaced efforts and resources can be very expensive not only for growth but sustenance of an organization  Acceptance of a solution is in line with its potential to reduce the perceived severity of a Pain Point  Solving one Pain Point creates Trust for solving others  Solution can change entire technological , business and social landscape e.g . itunes in ipod for cheap and legal music Vs Napster , Google Docs Vs MSOffice, WeChat Vs Messengers Formalisation of the Pain Points Review Process under the ongoing organisational learning systems can improve competitiveness as well as create new business opportunities
  4. 4. Solving Pain Points       Ask open ended questions Get users to talk about their issues/concerns in detail Don’t just tell and sell your solution Don’t just ask and collect list of problems Engage users and guide the discussion for clarity and consensus Demonstrate your understanding and expertise by sharing relevant case studies  Summarize the discussed Pain Points and identified/possible outcome indicators in the proposed solution  Build your proposed solution over the solving of the agreed Pain Points  Adapt and Get Buy-in of your proposed approach to solving user needs
  5. 5. Some Questions • • • • • • • • • • • • What pain do you intend to solve? How severely is the Pain perceived ? When is the Pain perceived to be more severe ? Who sees the most value in solving the Pain? Why would anyone care for your solution to the Pain ? Has it been solved by anyone , anywhere earlier? Why the customer/user should buy the solution from you? How quickly can you solve it? Who is/are going to buy the solution? How do you measure the impact of solution? How much of the impact is tangible and intangible? Is your solution to an intermediate business or to the end user ?

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