Page 540 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com
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Analysis.
Compare the outcomes of this exercise with your previous understanding of
what is holding customers back from performing their jobs to be done.
Tips
This exercise can be used during the design phase to identify customer
pains or during testing to verify your existing understanding.
Use a sailing boat with anchors and sails if you want to work on pains and
gains simultaneously. The sails allow you to ask, “What makes the boat
faster,” in addition to using the anchors to symbolize what holds people
back.
