I’m sure you’ve seen this before.
This triangle is a super-simplified way of discerning what pains your product or service is solving. In short, it helps you discern your value proposition.
Your company’s value proposition must provide benefits that perfectly match your customers’ pains. If the customer has no cash, you’ve got to be cheap. If they have no time, you’ve got to be fast, and so on.
First-time entrepreneurs asked to document their hypotheses about Pains and Benefits often experience “blank canvas” paralysis, the inability to get going because of a lack of a clear starting point.
That’s where this handy triangle comes in. It gives you a brief list of options, from which you can choose what fits best with your company and your customers.
This is very imprecise though.
It’s never as simple as, “I don’t have any cash,” or, “I’m short on time.”
If you want to solve the customer’s pains, you’ve got to understand them on a deeper level.
Of course, this requires interviewing your customers at length to get a full picture of the problem they are facing.
But, there is an intermediary step you can take.
This blog post aims to provide a set of categories and examples to guide an entrepreneur to find the relevant pain hypotheses, which can then be tested in interviews.
Each heading lists a category of Pain/Benefit. This is not an exhaustive list. Deep knowledge of your stakeholders will provide far more specific pain points and benefits. However, this list can kickstart the exploration process by giving you a running start.
So, find the pains that you think your customers may be feeling, then go out and talk to them about it!
Existential Risk / Survival
|Losing their job||Saving their position|
|Ruining their career||Maintaining their career|
|Physical pain||Free of discomfort|
|Dying||Live long & prosper|
Money (too little / more)
|Expenses too high||A growing savings account|
|Revenue too low||More customers|
More revenue from existing customers
Time / Convenience
|Too many tasks to do every day||A simpler schedule|
|No personal time||More personal time|
|Deadline missed||Hit the deadline with confidence|
Shame / Status
|Fear Of Missing Out (FOMO)||Pride in being in the “in” group|
|Failure leads to public shame|
Fear of being mediocre
Lonely / Connected
|Depressed by loneliness||Joy from belonging|
Can’t find their “tribe”
Can’t breakin to social network
|Connected to a community of like-minded people.|
Bored / Fun
|Ignorant of a topic of interest||Mastery of their craft|
|Seen it all before||Novelty, something new to experience|