Value Proposition Design: How to Create Products and Services Customers Want

Index

A

A/B testing, 230–231

ad-libs, for Prototyping, 76, 82–83

Ad Tracking (Experiment Library), 220

AirBnB, 91

Alibaba Group, 268–271

alignment, creating, 260–261

Anthropologist, 106, 114–115, 217

Apple, 156, 157

App Store (Apple), 157

assessment

Business Model and, 156–157

of competitors, 128–129, 130–131

of skills for Value Proposition Design, xxii–xxiii

of Value Proposition, 122–123

Azuri, 146–151

B

best practices

for mapping customers’ jobs, pains, and gains, 24–25 (See also Customer Gains; Customer Pains; Jobs to be Done)

for mapping value creation, 30

Blank, Steve, 118, 182–183

Blue Ocean Strategy, 130

books, as Starting Points, 92–93

brainstorming

defining criteria with, 140

possibilities for, 92–93

See also Starting Points

Bransfield-Garth, Simon, 146

brochures, creating, 222

Build, Measure, Learn Circle, 94, 95

Business Hypothesis

defined, 201

extracting, 200–201

Lean Startup and, 185, 186–187

prioritizing, 202–203

Business Model, 142–157

assessing, 156–157

Azuri example, 146–151

compressed air energy storage example, 152–153

creating value for customers and, 144–145

Fit and, 48–49, 52–53

platform Business Models, 52–53

stress testing, 154–155

testing, 194–195

Business Model Canvas

defined, xv

illustrated, xvii

Business Model Generation (Osterwalder), xiv, xvi

business plans, experimentation processes versus, 179

business-to-business (B2B) transactions, 50–51

Buy a Feature (Experiment Library), 235

Buyer of Value (customer role), 12

C

Call to Action (CTA), 218–219 ...