Jul 24, 2017 · 1 min read
You forgot a key point in formulating the need narrative: understanding the customer’s business economics. Almost always, when people try to “facilitate” the creation of a customer need statement, they focus on a feature need. It is not so important that you start with customer experience (Jobs) or a technical feature need. It is important that you start with understanding the economics of the customer’s business and the financial benefits you bring to the customer. Let me suggest you rethink “quantifiable impact” as quantifiable financial benefit of a solution. If you think about it this way, I am sure other limitations with your recommended approach will jump out.
