They did not start by taking on My Space or Friendster. Most of the problems are not permanent, and understanding what triggers them will help you further understand the root cause of the problem.
More than this, you will understand what is the window of opportunity—when the problem becomes acute and most painful for the customer, and also when he is also most likely to take action (which in the future could be acquiring your solution).
For our startup, the context then became However, this is not the root problem, but rather a complex of symptoms.
Identifying the root cause, not the symptoms, is essential to building the right solution.
The real talent in all entrepreneurship—not only in tech startups—is finding the right problem, not building the right solution.
In other words, it is vital to have the skills of Sherlock Holmes, not only those of Doc Brown.For those of you who are more visual, the canvas can also be used in a visual format. Regardless of whether you’re the founder, or you’re working with a startup as an investor or mentor, this is something you want to go over together. As a founder, you want to be able to walk in their shoes, do their job, live their life, talk to them over breakfast, lunch or dinner, observe them and even ask to shadow them.Having a common understanding of the problem at each level in the company is critical. One of the early stage mistakes is not focusing on the right customer, because of the mirage of keeping multiple opportunities open. You want to understand the customer through a demographic and psychographic lens, using at least 2-3 relevant criteria.We applied the above thought process for our team: It’s not enough to understand the problem as a phenomenon or as an event; you also have to consider its emotional impact, because this helps you walk in your customer shoes and understand their behavior.Each problem causes an emotional response (joy, sadness, anger, fear, trust, distrust, surprise, anticipation) and its magnitude is directly linked to the person’s interest in using your solution.During all these years, I saw a recurring pattern among startup founders, which is their obsession with the solution.They are so driven by their vision of a better technology, that they forget the most important things about startups, which I annoyingly remind to every founder I talk to (including myself): Most of these founders are passionate engineers, designers or business people who want to build amazing things—apps, platforms, robots and more.Because of this, they feel emotion, then experience quantifiable impact.Currently, they use alternative solutions despite disadvantages.says Bill Aulet in the Disciplined Entrepreneurship Workbook, who has analyzed recent insights from behavioral economics, in order to identify when a startup has a greatly increased chance of influencing customer decisions and to understand what triggers the use (and then the purchase) of a new solution. At a certain stage, a startup has to determine its pricing strategy.For this, it needs to quantify its value proposition which is difficult without understanding and quantifying the impact in the current state.