Customer Gains

Trigger Questions
Gains describe the outcomes and benefits your customers want. Some gains are
required, expected, or desired by customers, and some would surprise them.
Gains include functional utility, social gains, positive emotions, and cost savings.

Use the following trigger questions to help you think of

different potential customer gains:

1. Which savings would make your customers happy? Which savings

in terms of time, money, and effort would they value?
Customers would appreciate saving time on administrative tasks, such as
automated expense reporting, which would allow them to focus more on
strategic decision-making and personal priorities. Additionally, they would
value money-saving features like automatic price comparison tools to find the
best deals and personalized budget optimization suggestions

2. What quality levels do they expect, and what would they

wish for more or less of?
Customers expect high-quality software, but they would wish for more
personalized settings to fine-tune their experience. They might also
appreciate having a "quality dial" feature, allowing them to choose
between high and ultra-high quality, depending on their specific needs.

3. How do current value propositions delight your customers? Which

specific features do they enjoy? What performance and quality do
they expect?
Customers are delighted by the current value proposition's AI-driven content
recommendations, which cater to their preferences. They particularly enjoy a
"mood-adjust" feature that tailors content suggestions to match their current
emotional state. They expect top-notch video streaming quality with zero buffering
for a seamless experience.

4. What would make your customers’ jobs or lives easier? Could there
be a flatter learning curve, more services, or lower costs of
ownership?
Customers would appreciate a virtual assistant that not only simplifies their
daily tasks but also offers a "mentor mode." This mode provides real-time
guidance and tips in a user-friendly manner, reducing the learning curve for
complex software. They also desire a subscription model that automatically
adjusts to their usage, ensuring lower costs of ownership for occasional users.
 5. What positive social consequences do your customers desire?
What makes them look good? What increases their power or their status?
Customers desire a social platform that promotes positive online interactions. They value a
feature that monitors and prevents hate speech and misinformation, enhancing their online
reputation and social standing. An "impact score" system would rate their contributions,
increasing their influence within the community

6. What are customers looking for most? Are they searching for
good design, guarantees, specific or more features?
Customers are primarily seeking a product with a strong emphasis on eco-
conscious design. They want a guarantee that the product's production and
packaging are environmentally sustainable. Additionally, they value features
that provide real-time environmental impact tracking, such as the reduction
of carbon footprint.

7. What do customers dream about? What do they aspire to

achieve, or what would be a big relief to them?
Customers dream of a "time capsule" service that captures and preserves
their life's precious moments and memories. They aspire to achieve a
comprehensive, effortless, and secure way to store their legacy, ensuring
these memories are accessible for generations to come. This would provide
a profound sense of relief and fulfilment.

8. How do your customers measure success and failure? How do

they gauge performance or cost?
Customers measure success through a "life balance index" that factors in
personal well-being, work-life balance, and environmental impact. They
gauge performance by tracking their personal development and happiness
levels over time, rather than solely relying on traditional success metrics.
Cost is evaluated based on its alignment with their life balance goals, not
just monetary expenditure.

9. What would increase your customers’ likelihood of

adopting a value proposition? Do they desire lower cost,
less investment, lower risk, or better quality?
Customers are more likely to adopt a value proposition if it offers a
"life impact calculator" that quantifies the positive changes it will bring
to their daily lives. They desire a personalized, risk-free trial period
during which they can fully experience the benefits before committing.
This, coupled with a cost-sharing option among friends or family,
would make adoption more appealing.

Copyright Strategyzer AG
The makers of Business Model Generation and
Strategyzer
www.strategyzer.com/vpd