Page 216 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com

EXERCISE

Pull: Job Selection

OBJECTIVE

Identify high-value customer jobs that you could focus
on

OUTCOME

Ranking of customer jobs from your perspective

This pull exercise starts with the customer.
Imagine your customers are chief information officers (CIOs) and you have to understand which jobs
matter most to them. Do this exercise to prioritize their jobs or apply it to one of your own customer
profiles.

Tips

This exercise helps you prioritize jobs from the customer’s perspective. It
doesn’t mean you have to mandatorily address the most important ones in
your value proposition; those might be outside your scope. However, make
sure your value proposition does address jobs that are highly relevant to
customers.
Great value proposition creators often focus on only few jobs, pains, and
gains, but do that extremely well.