130Pains & Gains
This echoes Alexander Osterwalder's Value Proposition Canvas, focusing on the customer's struggles and how your product alleviates them, or the benefits they gain from using your product.
The statement
The knowledge of your customers' PAINS & GAINS is helping you achieve your goals.
One statement per role slot, scored against the goal set in Step 2 on the Maturity Ladder, never 0. As a question: Is the knowledge of your customers' PAINS & GAINS helping you achieve your goals?
The sub-questions
| Code | Sub-question | Statement |
|---|---|---|
| 131 | Constraints | You have clearly identified constraints blocking your customer from solving their problem and feel comfortable addressing them. |
| 132 | Annoying factors | You have identified factors that annoy your customer during job map and you feel comfortable addressing them. |
| 133 | Delighting factors | You have identified factors that could delight your customer during job map and you feel comfortable addressing them. |
| 135 | Sustainability Sustainability Zoom | Your identification method of factors that annoy or could delight your customers does explicitly assess sustainability. |
Evidence profile, Mode 2: each sub-question is scored on the Maturity Ladder and the dimension takes their rounded mean (an exact .5 rounds down), which can be 0, Mixed. Sub-questions ending in 5 are the Sustainability Zoom: they enter the mean when sustainability is a strategic objective.
Its role in the nine postures
| Code | Archetype | Role | Target |
|---|---|---|---|
| A1 | Disruptive Newcomer | Not among its ten role slots | |
| A2 | Efficiency Machine | Not among its ten role slots | |
| A3 | Brand Evangelist | Not among its ten role slots | |
| A4 | Stagnant Leader | Not among its ten role slots | |
| A5 | Pivot Pioneer | Not among its ten role slots | |
| A6 | Value Harvester | Not among its ten role slots | |
| A7 | Scale-Up Guardian | Not among its ten role slots | |
| A8 | Niche Expert | Not among its ten role slots | |
| A9 | Category Creator | Not among its ten role slots |
The role comes from the posture, not from the dimension: 130 Pains & Gains holds a role in 0 of the nine postures. A Growth Driver that is also a Vital 8 dimension carries one score, with the target of its Vital 8 role.