Prioritize and develop products that solve the customer's "job to be done" with no "cost of delay".
100% Value Creation
Perfect Customer Satisfaction
0 “Cost of Delay” (customer impact)
100% Value Capture
Revenue, Resources, Profits, Units…
0 “Cost of Delay
Tactics, Techniques and Procedures (TTP's):
Job to Be Done: TTP’s to understand the motivation for why customers hire or fire products to help them get their job done.
Market Delay (Cost of Delay): TTP’s to measure the time it takes to respond to market opportunities; and to prioritize development decisions by calculating the impact of time on value creation & capture.
Create Value: TTP’s to enable strategic choice by 1) classifying the type of product you are developing and 2) how to position it for competitive advantage.
Capture Value: TTP’s to capture a portion of the value you create in order to have a sustainable business model that continues to create value.