Activity

Craft Your Value Proposition

Context
Earlier, you had completed the Customer Segment portion of the Value Proposition Canvas. Now, you will
complete the Value Proposition portion of the canvas.

In this activity, you will craft your value proposition comprising the solution regarding Products and
Services/Pain Relievers/Gain Creators.

In doing so, think about unique and creative solutions so that you can arrive at a UVP using the Value Proposition
Foundational Course in Entrepreneurship

Section of the Value Proposition Canvas.

Use the same Value Proposition Canvas that you started working on in the previous session.

Instructions:
1. Fill in the following sub-sections of the Value Proposition section :
o Products and Services
o Pain Relievers
o Gain Creators
2. You have 50 minutes to complete this activity.

Customer and Solution Page 1 of 3

© Wadhwani Foundation For Students’ Use
www.nen.org V02
 Activity
Craft Your Value Proposition

3. Use the questions listed below to help you fill the Pain Relievers sub-section.

a. What will help your customer save more?

b. What will make your customers feel better?

c. How can we make the solution more robust?

d. What will put an end to the difficulties and challenges that your customers encounter?

e. What will eliminate risks your customers’ fear?

Foundational Course in Entrepreneurship

f. What will help your customers sleep better at night?

g. What will limit or eradicate common mistakes that customers make?

h. What will make customers adopt your solution?

4. Use the questions listed below to fill the Gain Creators sub-section.

a. How can you create savings to make your customers happy?

b. What will produce outcomes that your customer expects or that go beyond their expectations?

c. How can you copy or outperform to delight your customer?

d. What will make your customer’s job or life easier?

e. What will create positive social consequences that your customer desires?

f. What else should you do to meet your customer expectations?

g. How can you fulfill your customer’s dream?

h. What will produce positive outcomes matching your customers’ success and failure criteria?

i. What will make adoption easier?

5. Use post-it notes for this activity. Write on them and stick them onto the segments of the square.
6. You can download the canvas and this activity handout from Tribyte.

Customer and Solution Page 2 of 3

© Wadhwani Foundation For Students’ Use
www.nen.org V02
 Activity
Craft Your Value Proposition

Assessing Fit
After you have filled in the Products, Services, Pain Relievers, and Gain Creators sections, you need to assess if
your value proposition is a good fit for your customer segment.

Answer the following 8 questions with a ‘Yes’ or ‘No’ to assess your value proposition fit.

1. Does your value proposition focus on the most important jobs, most extreme pains, and most essential
gains?
Foundational Course in Entrepreneurship

Yes No

2. Does it focus on unsatisfied jobs, unresolved pains, and unrealized gains?

Yes No

3. Does it concentrate on only a few pain relievers and gain creators but does that extremely well?

Yes No

4. Is it aligned with how customers measure success?

Yes No

5. Does it focus on jobs, pains, and gains that a large number of customers have or does it focus on those jobs,
pains, and gains for which a small number are willing to pay much money?

Yes No

6. Does it differentiate from competition in a meaningful way?

Yes No

7. Does it outperform competition substantially on at least one dimension?

Yes No

8. Is it difficult to copy?

Yes No

Note: If you have answered with a 'No' to four or more questions, it is recommended you go back and
tweak your value proposition.

Customer and Solution Page 3 of 3

© Wadhwani Foundation For Students’ Use
www.nen.org V02