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Value Propostition Canvas
The document outlines the concept of value proposition design, emphasizing the need to understand customer segments, jobs, pains, and gains. It also highlights common mistakes to avoid in customer profiling and value mapping, and encourages businesses to focus on essential customer needs. The document concludes with a recommendation to clearly state one's value proposition.
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Value Propostition Canvas
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- 2. Goal: clarify customerneeds and how we are creating value for them
- 3. VALUE PROPOSITION DESIGN FromValue Proposition to Environment via Business Model
- 4. ZOOM IN THECANVAS Value Proposition vs. Customer Segments fit
- 5. VALUE PROPOSITION Describes thebenefits customers can expect from your product and services The set of value proposition benefits that you design to attract customers The set of customer characteristics that you assume, observe and verify in the market
- 6. VALUE PROPOSITION CANVAS Valueproposition into products and services, pain relievers and gain creators
- 7. CUSTOMER PROFILE Choose CUSTOMERSEGMENT first
- 8. CUSTOMER JOBS Jobs describethe things your customers are trying to get done in their work or life • Functional jobs (tasks) • Social jobs (e.g. gain power / status) • Personal/Emotional jobs (e.g. feel good) • Supporting jobs (e.g. communication)
- 9. CUSTOMER PAINS Pains describeanything that annoys your customers before, during, and after trying to get a job done or simply prevents them from getting a job done. • Negative Emotions (frustrations) • Undesired Costs & Situations (time, money, underperformance, mistakes) • Risks (technical, social, financial)
- 10. CUSTOMER GAINS Gains describethe outcomes and benefits your customers want. Some gains are required, expected, or desired by customers, and some would surprise them. • Required gains • Expected gains • Desired gains • Unexpected gains (functional utility, social gains, positive emotions and cost savings)
- 11. DO: STEP INTOYOUR CUSTOMER SHOES! Common mistakes Mixing several customer segments into one profile Mixing jobs and outcomes Focusing on functional jobs only and forgetting social and emotional jobs Listing jobs, pains, and gains with your value proposition in mind Identifying too few jobs, pains, and gains Being too vague in descriptions of pains and gains
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- 15. PRODUCTS AND SERVICES Thisis simply a list of what you offer • Physical / tangible (e.g. manufactured goods, face-to-face customer service) • Intangible (e.g. copyrights, quality assurance) • Digital (e.g. downloads, online recommendations) • Financial (e.g. investment funds, financing services)
- 16. PAIN RELIEVERS Pain relieversdescribe how exactly your products and services alleviate specific customer pains • How do your products / services eliminate or reduce negative emotions, undesired costs and situations and risks?
- 17. GAIN CREATORS Gain Creatorsdescribe how your products and services create customer gains • How do your products / services create benefits your customer expects, desires or would be surprised by?
- 18. DO: MAP YOURPRODUCT AND SERVICES! Common mistakes List all your products and services rather than just those targeted at a specific audience Add products and services to the pain reliever and gain creator fields Offer pain relievers and gain creators that have nothing to do with the pains and gains in the customer profile Make the unrealistic attempt to address all customer pains and gains
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- 21. EXAMPLE: VALUE PROPOSITIONCANVAS BOOK
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- 24. CHECK YOUR FIT Areyou addressing essential customer gains? Are you addressing extreme customer pains?
- 25. CHECK YOUR FIT Customershave a lot of pains. No organization can reasonably address all of them. Focus on those headaches that matter most and are insufficiently addressed Check marks signify that product and services relieve pains or create gains and directly addresses one of the customers’ jobs, pains or gains “X” mark shows which jobs, pains and gains the value proposition does not address
- 26. DO: STATE YOURVALUE PROPOSTION!
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