Now that you’ve given some thought to who your customer is, it is important to consider what they want: your customer’s jobs, pains and gains. The purpose of the following two videos is for you to start to develop your first hypotheses around that job that a customer is trying to do, why it is hard, and what benefits they might expect.
Developing Hypotheses Part 1
Developing Hypotheses Part 2
Your Turn: Articulating Your Hypotheses
Now it’s your turn to develop hypotheses about your customer’s jobs to be done.
Step One – You need to identify:
- What problem are you solving?
- Is it important enough that people will pay money to solve it?
- Precisely who has the problem?
- Are there enough of them to make it worthwhile?
Use the trigger questions outlined in the Resource section to help you clarify what is a ‘must have’ for your customer and what is a ‘nice to have’.
The ‘must have’ is the critical foundation for building your business.
A good hypothesis needs to be written down. Use the template to structure the hypotheses you plan to test.
- Strategyzer Trigger Questions pdf
- Need resources, eg: How to craft a hypothesis statement
See Steve Blank
Gain Creators: Trigger Questions [PDF]. (n.d.). Zurich: Strategyzer. Retrieved from https://assets.strategyzer.com/assets/vpd/resources/gain-creators-trigger-questions.pdf