Love the Problem, Not Your Solution
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Transcript of Love the Problem, Not Your Solution
Hashtag: #leanstack
LOVE THE PROBLEM
LEANSTACK
ASH MAURYA @ashmaurya
Business Model Canvas
Problem Solution Unfair Advantage
Key Metrics
Lean Canvas
Problem Solution Unfair Advantage
Key Metrics
Not better, but different
Problem Solution Unfair Advantage
Key Metrics
Problem focused
Problem Solution Unfair Advantage
Key Metrics
Problems create space for innovation
Problem Solution Unfair Advantage
Key Metrics
Innovator friendly
Who is the customer?
Who is the customer?
How will you qualify/identify early adopters?
Who is the customer?
How will you qualify/identify early adopters?
What are their top 3 problems?
Who is the customer?
How will you qualify/identify early adopters?
How do they solve the problem
today?
What are their top 3 problems?
The problem with problems.
01 The Innovator bias is hard to shut off.
02 Customers too are solution biased.
03 You can’t simply ask customers about their problems.
They don’t know.
They are solution oriented too.
“It is not the customer’s job to know what they want.”
- Steve Jobs
Jobs-to-be-done Framework What is your customer hiring your product to do?
Customers don’t care about your solution, but making progress in their lives.
Triggering Event
Triggering Event
Early adopter criteria
Desired Outcome
Triggering Event
Desired Outcome
Triggering Event
Goal or outcome
Desired Outcome
PUSH
Triggering Event
Before your customers can hire your product, they need to fire something else.
Desired Outcome
PUSH
Triggering Event
Desired Outcome
PUSH
Triggering Event
Existing alternatives
Jobs are timeless and transcend categories
Existing alternatives that fail to get the job done are prime for disruption.
Desired Outcome
PUSH
Triggering Event
Desired Outcome
PUSH
Triggering Event
Obstacles or problems
Desired Outcome
PUSH
Triggering Event
Problems create space for innovation
Desired Outcome
PUSH
Triggering Event
Offer
Desired Outcome
PUSH
Triggering Event
PULL
Compelling Offer
Desired Outcome
PUSH
Triggering Event
PULL
Compelling Offer
UVP
Desired Outcome
PUSH
Triggering Event
PULL
Compelling Offer
UVP
Demo
Desired Outcome
PUSH
Triggering Event
PULL
Compelling Offer
UVP
Pricing
Demo
“It’s so much more intimate than a laptop and so much more capable than a smartphone.”
- Steve Jobs
Desired Outcome
PUSH
Triggering Event
PULL
INERTIA
Desired Outcome
PUSH
Triggering Event
PULL
INERTIA
Present habits
Desired Outcome
PUSH
Triggering Event
PULL
FRICT
ION
INERTIA
Desired Outcome
PUSH
Triggering Event
PULL
FRICT
ION
INERTIA
Switching anxiety
Desired Outcome
PUSH
Triggering Event
PULL
FRICT
ION
INERTIA
MVP
Once you understand the job, the dimensions of the “better” become obvious.
PULL
PUSH
CONTEXT
HABIT
ATTRACTION
SUCCESS CRITERIA
Desire Outcome
PAIN/DESIRE
FRIC
TION
INERTIA
ANXIETY
Title: Created By: 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
