Page 63 - IoT - Pilot

Value Proposition - the customer segment

• Customer Jobs:

• the customer’s needs
• the problems that they are trying to solve
• the tasks they are trying to perform or complete

• Customer Pains:

• negative emotions, stress
• undesired costs & situations
• risks encountered before, during and after getting

the job done

• Customer Gains:

• benefits, desires, outcomes
• personal, functional, economical