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Love the Problem, Not Your Solution

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Life’s too short to build something nobody wants. Learn how to build products your customers cannot refuse by starting with problems worth solving, not solutions.

Publicada em: Negócios
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Love the Problem, Not Your Solution

  1. 1. Hashtag: #leanstack LOVE THE PROBLEM LEANSTACK ASH MAURYA @ashmaurya ash@leanstack.com
  2. 2. Business Model Canvas
  3. 3. Problem Solution Unfair Advantage Key Metrics Lean Canvas
  4. 4. Problem Solution Unfair Advantage Key Metrics Not better, but different
  5. 5. Problem Solution Unfair Advantage Key Metrics Problem focused
  6. 6. Problem Solution Unfair Advantage Key Metrics Problems create space for innovation
  7. 7. Problem Solution Unfair Advantage Key Metrics Innovator friendly
  8. 8. Who is the customer?
  9. 9. Who is the customer? How will you qualify/identify early adopters?
  10. 10. Who is the customer? How will you qualify/identify early adopters? What are their top 3 problems?
  11. 11. Who is the customer? How will you qualify/identify early adopters? How do they solve the problem today? What are their top 3 problems?
  12. 12. The problem with problems.
  13. 13. 01 The Innovator bias is hard to shut off.
  14. 14. 02 Customers too are solution biased.
  15. 15. 03 You can’t simply ask customers about their problems.
  16. 16. They don’t know.
  17. 17. They are solution oriented too.
  18. 18. “It is not the customer’s job to know what they want.” - Steve Jobs
  19. 19. Jobs-to-be-done Framework What is your customer hiring your product to do?
  20. 20. Customers don’t care about your solution, but making progress in their lives.
  21. 21. Triggering Event
  22. 22. Triggering Event Early adopter criteria
  23. 23. Desired Outcome Triggering Event
  24. 24. Desired Outcome Triggering Event Goal or outcome
  25. 25. Desired Outcome PUSH Triggering Event
  26. 26. Before your customers can hire your product, they need to fire something else.
  27. 27. Desired Outcome PUSH Triggering Event
  28. 28. Desired Outcome PUSH Triggering Event Existing alternatives
  29. 29. Jobs are timeless and transcend categories
  30. 30. Existing alternatives that fail to get the job done are prime for disruption.
  31. 31. Desired Outcome PUSH Triggering Event
  32. 32. Desired Outcome PUSH Triggering Event Obstacles or problems
  33. 33. Desired Outcome PUSH Triggering Event Problems create space for innovation
  34. 34. Desired Outcome PUSH Triggering Event Offer
  35. 35. Desired Outcome PUSH Triggering Event PULL Compelling Offer
  36. 36. Desired Outcome PUSH Triggering Event PULL Compelling Offer UVP
  37. 37. Desired Outcome PUSH Triggering Event PULL Compelling Offer UVP Demo
  38. 38. Desired Outcome PUSH Triggering Event PULL Compelling Offer UVP Pricing Demo
  39. 39. “It’s so much more intimate than a laptop and so much more capable than a smartphone.” - Steve Jobs
  40. 40. Desired Outcome PUSH Triggering Event PULL INERTIA
  41. 41. Desired Outcome PUSH Triggering Event PULL INERTIA Present habits
  42. 42. Desired Outcome PUSH Triggering Event PULL FRICTION INERTIA
  43. 43. Desired Outcome PUSH Triggering Event PULL FRICTION INERTIA Switching anxiety
  44. 44. Desired Outcome PUSH Triggering Event PULL FRICTION INERTIA MVP
  45. 45. Once you understand the job, the dimensions of the “better” become obvious.
  46. 46. PULL PUSH CONTEXT HABIT ATTRACTION SUCCESS CRITERIA Desire Outcome PAIN/DESIRE FRICTION 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

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