Page 314

286

revenue streams, defined, xvi stress testing, 154–155 testing customers’ willingness to pay, 219 (See also Experiment Library) See also Business Model

H

Hilti, 90 Hohmann, Luke, 232 hypothesis. See Business Hypothesis

Fit, 40–59 addressing customers’ jobs, pains, and gains with, 44–45 checking for, 46–47 Customer Profile and customer context, 56–57 Customer Profile and Value Map as two sides of, 3–5

I

Ikea, 157

Customer Profile versus psychodemographic profile approach, 54–55

Illustrations, Storyboards, and Scenarios (Experiment Library), 222, 224–225

different solutions for same customers, 58–59

Impersonator, 107

multiple Fit, 52–53

improvement

stages of, 48–49

for established organizations, 160–161, 162–163

striving for, 42–43

as relentless, 264–265

use of, 60–61

See also Evolve

functional jobs, of customers, 12

Indigo, 150–151 influencers, 50–51

G

Gain Creators

Innovation Games, 232 intermediary Fit, 52–53 interviewing, of customers, 106, 110–113, 217, 225 iPod (Apple), 156

Fit and, 9, 47 Pain Relievers versus, 38 Products and Services as, 33 Value Map and, 33–34 gains. See Customer Gains Google

J

Jobs to be Done best practices for mapping, 24–25

AdWords, 220

defined, 12–13

searches, 108

identifying high-value jobs, 98–99, 100–101

government census data, 108

psychodemographic profile approach versus, 54–55

Profile for Joseph Ngongo

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