MGMT 160
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1. Sections of the "Val- Value Map: Products and Services, Gain Creators,
ue Proposition Can- Pain Relievers
vas".
Customer Profile: Customer Jobs, Gains, Pains
2. Products and Ser- A list of what you offer. It is an enumeration of all the
vices products and services your value proposition builds on.
(Physical, Intangible, Digital, Financial)
3. Pain Relievers Describe how exactly your products and services al-
leviate specific customer pains. They explicitly outline
how you intend to eliminate or reduce some of the
things that annoy your customers before, during, or
after they are trying to complete a job or that prevent
them from doing so.
4. Gain Creators Describe how your products and services create cus-
tomer gains. They explicitly outline how you intend to
produce outcomes and benefits that your customer
expects, desires, or would be surprised by.
5. Customer Job Jobs describe the things your customers are trying
to get done in their work or in their life. A customer
job could be the tasks they are trying to perform and
complete, the problems they are trying to solve, or the
needs they are trying to satisfy.
6. Customer Pains Pains describe anything that annoys your customers
before, during, and after trying to get a job done or
simply prevents them from getting a job done. Pains
also describe risks, potential bad outcomes, related to
getting a job done badly or not at all.
7. Customer Gains Gains describe the outcomes and benefits your cus-
tomers want. Some gains are required, expected, or
designed by customers, and some would surprise
them.
8. When referring to Design refers to a set of value proposition benefits that
the VPC, what do we you create to attract customers.
, MGMT 160
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mean when we use
the terms "design" Observe refers to assessing a set of customer charac-
and "observe"? teristics that you assume and verify in the market.
9. List and describe On Paper: Problem-Solution Fit: This is when you strive
in a few sentences to identify the jobs, pains, and gains that are most
each of the three relevant to customers and design value propositions
types of "fit" dis- accordingly. The fit you achieve is not yet proven and
cussed in the text. exists mainly on paper.
In the Market: Product-Market Fit: Have evidence that
your products and services, pain relievers, and gain
creators are actually creating customer value and get-
ting traction in the market.
In the Bank: Business Model Fit: Have evidence that
your value proposition can be embedded in a profitable
and scalable business model. Achieved only when you
generate more revenue with your value proposition that
it costs to create and deliver it.
10. What does the The environment map helps you understand the con-
"environment map" text in which you create--the ecosystem in which you
represent? Briefly are designing and making choices about what proto-
list the four "bub- types to pursue.
bles" on the envi-
ronment map and Industry Forces - Key actors in your space such as
in a section de- competitors,value chain actors, technology providers
scribe them. What
are the four key ar- Key Trends - Key Trends shaping your space such as
eas, and briefly de- technology innovations, regulatory constraints, social
scribe each in a sen- trends
tence or two.
Macroeconomic Forces - Macrotrends such as glob-
al market conditions,access to resources, competitive
prices
Market Forces - Key customer issues in your space,
Study online at https://quizlet.com/_1palw7
1. Sections of the "Val- Value Map: Products and Services, Gain Creators,
ue Proposition Can- Pain Relievers
vas".
Customer Profile: Customer Jobs, Gains, Pains
2. Products and Ser- A list of what you offer. It is an enumeration of all the
vices products and services your value proposition builds on.
(Physical, Intangible, Digital, Financial)
3. Pain Relievers Describe how exactly your products and services al-
leviate specific customer pains. They explicitly outline
how you intend to eliminate or reduce some of the
things that annoy your customers before, during, or
after they are trying to complete a job or that prevent
them from doing so.
4. Gain Creators Describe how your products and services create cus-
tomer gains. They explicitly outline how you intend to
produce outcomes and benefits that your customer
expects, desires, or would be surprised by.
5. Customer Job Jobs describe the things your customers are trying
to get done in their work or in their life. A customer
job could be the tasks they are trying to perform and
complete, the problems they are trying to solve, or the
needs they are trying to satisfy.
6. Customer Pains Pains describe anything that annoys your customers
before, during, and after trying to get a job done or
simply prevents them from getting a job done. Pains
also describe risks, potential bad outcomes, related to
getting a job done badly or not at all.
7. Customer Gains Gains describe the outcomes and benefits your cus-
tomers want. Some gains are required, expected, or
designed by customers, and some would surprise
them.
8. When referring to Design refers to a set of value proposition benefits that
the VPC, what do we you create to attract customers.
, MGMT 160
Study online at https://quizlet.com/_1palw7
mean when we use
the terms "design" Observe refers to assessing a set of customer charac-
and "observe"? teristics that you assume and verify in the market.
9. List and describe On Paper: Problem-Solution Fit: This is when you strive
in a few sentences to identify the jobs, pains, and gains that are most
each of the three relevant to customers and design value propositions
types of "fit" dis- accordingly. The fit you achieve is not yet proven and
cussed in the text. exists mainly on paper.
In the Market: Product-Market Fit: Have evidence that
your products and services, pain relievers, and gain
creators are actually creating customer value and get-
ting traction in the market.
In the Bank: Business Model Fit: Have evidence that
your value proposition can be embedded in a profitable
and scalable business model. Achieved only when you
generate more revenue with your value proposition that
it costs to create and deliver it.
10. What does the The environment map helps you understand the con-
"environment map" text in which you create--the ecosystem in which you
represent? Briefly are designing and making choices about what proto-
list the four "bub- types to pursue.
bles" on the envi-
ronment map and Industry Forces - Key actors in your space such as
in a section de- competitors,value chain actors, technology providers
scribe them. What
are the four key ar- Key Trends - Key Trends shaping your space such as
eas, and briefly de- technology innovations, regulatory constraints, social
scribe each in a sen- trends
tence or two.
Macroeconomic Forces - Macrotrends such as glob-
al market conditions,access to resources, competitive
prices
Market Forces - Key customer issues in your space,
