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Love the Problem, Not Your Solution
The document discusses the importance of understanding customer problems and their biases when innovating solutions, emphasizing that customers often do not know what they want. It introduces concepts like the jobs-to-be-done framework, which focuses on what customers are trying to achieve with a product rather than the product itself. Additionally, it explores the triggering events, existing alternatives, and obstacles that impact customer decision-making and innovation potential.
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Love the Problem, Not Your Solution
- 1. Hashtag: #leanstack LOVE THEPROBLEM LEANSTACK ASH MAURYA @ashmaurya ash@leanstack.com
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- 4. Problem Solution Unfair Advantage Key Metrics Notbetter, but different
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- 6. Problem Solution Unfair Advantage Key Metrics Problemscreate space for innovation
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- 11. Who is the customer? Howwill you qualify/identify early adopters?
- 12. Who is the customer? Howwill you qualify/identify early adopters? What are their top 3 problems?
- 13. Who is the customer? Howwill you qualify/identify early adopters? How do they solve the problem today? What are their top 3 problems?
- 14. The problem withproblems.
- 15. 01 The Innovatorbias is hard to shut off.
- 17. 02 Customers tooare solution biased.
- 18. 03 You can’tsimply ask customers about their problems.
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- 20. They are solutionoriented too.
- 21. “It is notthe customer’s job to know what they want.” - Steve Jobs
- 22. Jobs-to-be-done Framework What isyour customer hiring your product to do?
- 24. Customers don’t careabout your solution, but making progress in their lives.
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- 33. Before your customerscan hire your product, they need to fire something else.
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- 39. Jobs are timelessand transcend categories
- 41. Existing alternatives thatfail to get the job done are prime for disruption.
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- 53. “It’s so muchmore intimate than a laptop and so much more capable than a smartphone.” - Steve Jobs
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- 61. Once you understandthe job, the dimensions of the “better” become obvious.
- 62. PULL PUSH CONTEXT HABIT ATTRACTION SUCCESS CRITERIA Desire Outcome PAIN/DESIRE FRICTION INERTIA ANXIETY Title: CreatedBy: Date: Triggering Event List the habits of the present that hold your customer back List the anxiety or your risk that scare your customers List the success attributes that pull your customers List the triggers that push your customers CUSTOMER FORCES © Created by LeanStack