2. Product vision
• Who is going to buy the product? Who is the
target customer?
• Which customer needs will the product address?
• Which product attributes are critical to satisfy the
needs selected, and therefore for the success of
the product?
• How does the product compare against existing
products, both from competitors and the same
company? What are the product’s unique selling
points?
• What is the target timeframe and budget to
develop and launch the product?
9. Segments
SEGMENT value channels barriers to …
entry
1.st. segment
2.nd. segment
…
10. Question 1: What does she SEE?
• What does her environment look like?
• Who surrounds her?
• Who are her friends?
• What types of offers is she exposed to?
• What problems does she encounter?
11. Question 2: What does she HEAR?
• What does her friends/spouse say?
• Who really influences her and how?
• Which media channels are influential?
12. Question 3: What does she really
THINK and FEEL?
• What is really important to her?
(which she might not say publicly)
• Imagine her emotions. What moves her?
• What might keep her up at night?
• Try describing her dreams and aspirations.
13. Question 4: What does she SAY
and DO?
• What is her attitude?
• What could she be telling others?
• Pay particular attention to potential conflicts
between what a customer might say and what
she may truly think or feel.
14. Question 5: What is her PAIN?
• What are her biggest frustrations?
• What obstacles stand between her and what
she wants or needs to achieve?
• Which risks might she fear taking?
15. Question 6: What does she GAIN?
• What does she truly want or need to achieve?
• How does she measure success?
• Think of some strategies she might use to
achieve her goals.
16.
17. Problem – Solution - Benefit
Problem Solution Benefit $
Problem 1 Solution1 Benefit xx
Problem 2 Solution 2 Benefit xxx
… … … …
18. Workshop
Problem Solution Benefit $
Solution1 Benefit xx
Problem1
Solution 2 Benefit xxx
Problem 2 … … …
…
Editor's Notes
Devise a stronger business model: design of better Value Propositions more convenient ways to reach customers more appropriate Customer Relationships. Ultimately it allows you to better understand what a customer is truly willing to pay for.
