Page 539 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com
P. 539
2
Identify pains.
Invite customers to identify the problems, obstacles, and risks that are preventing
them from successfully performing their jobs. Each issue should go on a large
sticky note. Ask them to place each sticky as anchors to the boat—the lower the
anchor, the more extreme the pain.
