Value Props
🏷️ Start up
Three stages
Define
Problem
- The target customer segments
- Look at everything through the eyes of the customers
- Ask people what their problems are
- What is the problem to solve?
- 4U: unworkable, unavoidable, urgent, undeserved
- Unworkable: cause the problem that when this happens, the consequence is so greate, and somebody could get fired -> What is the root cause? -> Ask people
Market need
- BLAC: Blatant, Latent, Aspirational, Critical
- DEBT: Dependencies, External factors, Backslack, Timing
Solution
- 3D: Disruptive, Discontinuous, Defensible
Evaluate
Qualitative
- Acute pain VS Absolute joy
- Measure the gain delievered to the customer vs the pain and cost for the customer to adopt
- Gain / Pain = 10
- Why would you not buy this product?
- Inertia to adoption
Build
- Bring it all together
-
Build around YOU
- Uniquely understand the problems well
- Deliver solution uniquely well
- Bring a kind of disruptive business model