Startup Secrets Sandbox
Customer Value Proposition
Worksheet / Canvases
Your Worksheet / Canvas to print and complete in your own time
Problem Definition: 4Us (from the customer viewpoint)
How is your problem unworkable?
How is your problem unavoidable?
How is your problem urgent?
How is your problem underserved?
Problem Qualification: BLAC & White
What type of needs are you addressing?
Blatant, latent, aspirational, or critical.
What whitespace have you identified?
Consistent with an Underserved or unmet need
Market Definition: DEBT
What Dependencies are involved?
What External factors are involved?
Would you face any Backlash?
What is the Timing?
Value Prop Evaluation: 3Ds
Is it discontinuous?
•What could not be done before this innovation?
•Not possible -> not feasible (time, cost, resource, other constraints)
•What are some transformational benefits?
•(Not just incremental)
Is it defensible?
•What can ONLY be done with your solution?
•That others can’t replicate
•Why are the alternatives just not able to compete?
Is it disruptive?
How does your business model change the game, rewrite the rules in your favor?
Value Prop Evaluation: Gain/Pain Ratio
What gains do you deliver to your customer?
What pains do your customers experience during adoption?
Is the gain of your solution 10x greater than the pain of adopting it?
If not, what inertia / risks will they experience that you’ll have to overcome?
Pull it All Together: Compelling Value Proposition
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