What benefits does the
customer expect or desire,
both rational and emotional?
What are the negatives in their
current experience, both
rational and emotional?
What is the customer trying to
do – the job they want to do,
or new goal to achieve? Gain creators
How do the products and services create customer gain,
for example savings that make them happy,
or deliver outcomes beyond expectations?
How do the products and services remove the negatives,
eg save time and effort, make them fee better,
remove negative impacts, or fears?
What are all the
product and service
enable the customer
to achieve their job?
Customer solutions that enable people to do more.
© GeniusWorks 2016