5. Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
8. 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
9. 2 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
10. “When people need to get a job done, they hire a
product or service to do it for them. The marketer’s
task is to understand what jobs periodically arise in
customer’s lives for which they might hire products
the company could make.”
- Clayton M. Christensen
11. 2 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
12. 2 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
13. UVP (Unique Value Proposition)
“Why you are different and worth
getting attention”
- Ash Maurya – Running Lean
14. 3
2 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
16. 3
2 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
17. 3
2 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
20. 3
2 4
1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
problems are solved your ideal customers
today
21. “Failing to build significant path to
customers is among the top reasons
why startup fail.”
- Ash Maurya – Running Lean
22. 3
2 4
1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
5
problems are solved your ideal customers
today
24. 3
2 4
1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
5
problems are solved your ideal customers
today
6
25. 3
2 4
1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
5
problems are solved your ideal customers
today
7 6
26. “Find the key number that tells you
how your business is doing in real time,
before you get the sales report”
- Norm Brodsky and Bo Burlingham
27. 3
2 4
1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
8 5
problems are solved your ideal customers
today
7 6
28. “A real unfair advantage is something
that cannot be easily copied or
bought.”
- Jason Cohen, A Smart Bear Blog
29. 3
2 4 9 1
Existing High-level Early
Alternatives concept Adopters
List the
List how these characteristics of
Your X for Y analogy
8 5
problems are solved your ideal customers
today
7 6