value-proposition-canvas（价值主张画布）

Value Proposition Canvas - Design Offerings Customers Actually Want

Use Osterwalder's Value Proposition Canvas to systematically achieve product-market fit by matching your products and services to customer jobs, pains, and gains

When to Use This Skill

• Launching a new product or service and need to validate the value proposition
• Struggling with product-market fit and need to diagnose why customers aren't buying
• Repositioning an existing offering to better meet customer needs
• Entering a new market segment with different customer requirements
• Developing pricing strategy based on value delivered
• Aligning teams around a shared understanding of customer value
• Preparing for investor pitches with clear value proposition articulation
• Innovating on business models by deeply understanding customer context

Methodology Foundation

What Claude Does vs What You Decide

What This Skill Does

This skill helps you systematically design value propositions that customers actually want—reducing the risk of building something nobody needs.

You'll learn to:

1. Map the Customer Profile - Understand jobs, pains, and gains deeply
2. Design the Value Map - Create products, pain relievers, and gain creators
3. Achieve FIT - Match your offering to what customers truly value
4. Prioritize ruthlessly - Focus on what matters most to customers
5. Test and validate - Move from assumptions to evidence
6. Iterate systematically - Evolve your value proposition based on learning

The result: Products and services that solve real problems customers will pay for.

How to Use

Prompt Examples

Help me create a Value Proposition Canvas for my [product/service]. My target customer
is [description]. Walk me through the customer profile first, then the value map.

My product isn't selling. Use the VPC framework to diagnose why. Here's what we offer:
[product]. Here's who we're targeting: [customer]. Help me find the fit gaps.

I'm pivoting to a new customer segment. Use the Value Proposition Canvas to help me
understand [new segment] and design a value proposition that fits their needs.

Review my value proposition using Osterwalder's framework. Customer: [description].
Our offering: [product/service]. Does it achieve fit? What's missing?

Help me prioritize features for my MVP using the VPC. I have these potential features:
[list]. My target customer's main jobs/pains/gains are: [describe].

Instructions

The Value Proposition Canvas Overview

┌─────────────────────────────────────────────────────────────┐
│                VALUE PROPOSITION CANVAS                      │
├─────────────────────────────────────────────────────────────┤
│                                                             │
│   VALUE MAP (Square)          CUSTOMER PROFILE (Circle)     │
│   ┌─────────────────┐         ┌─────────────────┐          │
│   │ Products &      │         │ Customer Jobs   │          │
│   │ Services        │         │ (functional,    │          │
│   │                 │   FIT   │  social,        │          │
│   │ Pain Relievers  │ ←─────→ │  emotional)     │          │
│   │                 │         │                 │          │
│   │ Gain Creators   │         │ Pains    Gains  │          │
│   └─────────────────┘         └─────────────────┘          │
│                                                             │
│   "How you create value"      "What customers need"         │
│                                                             │
└─────────────────────────────────────────────────────────────┘

Golden Rule: Always start with the Customer Profile (right side) before the Value Map (left side). Understand the customer before designing the solution.

Step 1: Map Customer Jobs

Customer jobs are the tasks customers are trying to accomplish, problems they're trying to solve, or needs they wish to satisfy.

Three Types of Jobs:

Job Context Matters:

The same job in different contexts may require different solutions:

• "Eat lunch" at desk vs. client meeting vs. with family = different needs
• "Manage finances" as student vs. retiree vs. business owner = different needs

Uncovering Jobs - Questions:

1. What is the one thing your customer couldn't live without accomplishing?
2. What tasks are they trying to complete in their work/life?
3. What problems are they trying to solve?
4. What needs are they trying to satisfy?
5. What are they ultimately trying to achieve?

Rank jobs by importance to the customer (most important → least important).

Step 2: Identify Customer Pains

Pains are anything that annoys customers before, during, and after trying to get a job done.

Types of Pains:

Pain-Finding Questions:

1. What do your customers find too costly? (time, money, effort)
2. What makes them feel bad? (frustrations, annoyances)
3. What current solutions underperform for them?
4. What are the main difficulties and challenges they encounter?
5. What negative social consequences do they fear?
6. What risks do they fear? (financial, social, technical)
7. What mistakes do they commonly make?
8. What barriers prevent them from adopting a solution?

Rank pains by severity (extreme → moderate).

Step 3: Define Customer Gains

Gains are the outcomes and benefits your customers want. They are NOT simply the opposite of pains.

Types of Gains:

Gain-Finding Questions:

1. What savings would make your customers happy? (time, money, effort)
2. What quality levels do they expect?
3. What would make their jobs or lives easier?
4. What positive social consequences do they desire?
5. What do they dream about?
6. How do they measure success and failure?
7. What would increase their likelihood of adopting a solution?

Rank gains by relevance (essential → nice-to-have).

Step 4: List Products and Services

Now move to the Value Map. List all the products and services your value proposition is built around.

Categories:

Important: Products and services don't create value alone—they only create value in relationship to a specific customer segment and their jobs, pains, and gains.

Rank by importance to your value proposition.

Step 5: Design Pain Relievers

Pain relievers describe exactly how your products and services alleviate specific customer pains.

Pain Reliever Questions:

Creating Effective Pain Relievers:

1. Produce savings (time, money, effort)
2. Make customers feel better (reduce frustrations, annoyances)
3. Fix underperforming solutions
4. End difficulties and challenges
5. Eliminate risks customers fear

Focus on extreme pains that matter most to customers.

Step 6: Create Gain Creators

Gain creators describe how your products and services create customer gains.

Gain Creator Questions:

Creating Effective Gain Creators:

1. Create savings customers value
2. Produce outcomes customers expect or exceed them
3. Outperform current solutions
4. Make customers' jobs or lives easier
5. Create positive social consequences
6. Deliver something customers dream about

Focus on gains that matter most and create real difference.

Step 7: Assess FIT

FIT is achieved when your pain relievers and gain creators match important customer pains and gains.

┌─────────────────────────────────────────────────────────────┐
│                    ASSESSING FIT                             │
├─────────────────────────────────────────────────────────────┤
│                                                             │
│  Customer's Most Important:     Your Strongest:             │
│  ┌─────────────────────┐       ┌─────────────────────┐     │
│  │ Jobs: _____________│       │ Products: _________ │     │
│  │ Pains: ____________│  FIT? │ Pain relievers: ___ │     │
│  │ Gains: ____________│ ←────→│ Gain creators: ____ │     │
│  └─────────────────────┘       └─────────────────────┘     │
│                                                             │
│  Good fit = You address 50-70% of top pains and gains       │
│                                                             │
└─────────────────────────────────────────────────────────────┘

FIT Assessment Checklist:

• Do your products help customers get important jobs done?
• Do pain relievers address severe customer pains?
• Do gain creators create essential customer gains?
• Is there evidence customers want this? (not just your assumption)
• Would customers switch from alternatives for your value proposition?

Three Levels of FIT:

Examples

Example 1: B2B SaaS - Project Management Tool

Situation: A startup building project management software for marketing agencies. They've built features but aren't getting traction.

Customer Profile (Marketing Agency Owners):

Jobs:

1. Deliver client projects on time (functional) - *Most important*
2. Keep clients happy and renewing (functional)
3. Appear professional and organized to clients (social)
4. Feel in control of the agency chaos (emotional)
5. Scale the agency without burning out (functional)

Pains (ranked by severity):

1. Projects go over budget/timeline, killing margins - *Extreme*
2. No visibility into what team is working on - *Extreme*
3. Client requests fall through the cracks - *Severe*
4. Switching tools is painful, team won't adopt - *Moderate*
5. Existing tools are expensive per seat - *Moderate*

Gains (ranked by relevance):

1. Know project profitability in real-time - *Essential*
2. One place for all client communication - *Essential*
3. Clients can see progress without constant updates - *Desired*
4. Easy onboarding, team actually uses it - *Desired*
5. Automations that save admin time - *Nice-to-have*

Original Value Map (Pre-diagnosis):

• Products: Project management software with Gantt charts, time tracking
• Pain Relievers: "Organize projects better"
• Gain Creators: "Comprehensive feature set"

Diagnosis: No clear connection to the TOP pains (profitability, visibility) or TOP gains (real-time profitability). Features exist but don't address what matters most.

Redesigned Value Map:

Products:

1. Project profitability dashboard (real-time margins)
2. Team capacity planner with utilization view
3. Client portal with automatic updates
4. Agency-specific templates (pre-built workflows)

Pain Relievers:

• Real-time budget tracking shows burn rate before it's too late → Addresses "projects go over budget"
• Single dashboard shows every project and who's working on what → Addresses "no visibility"
• Automatic client notifications on milestones → Addresses "requests fall through cracks"
• 15-minute setup with agency templates → Addresses "team won't adopt"

Gain Creators:

• Profit tracking per project, per client, per team member → Creates "know profitability in real-time"
• Unified inbox for all client communications → Creates "one place for communication"
• Client can self-serve status updates → Creates "clients see progress"
• Guided onboarding with success checklist → Creates "team actually uses it"

FIT Assessment:

• Top 2 pains addressed? ✓ Yes (profitability, visibility)
• Top 2 gains created? ✓ Yes (real-time profitability, unified communication)
• Would they switch from Monday/Asana? Needs testing, but strong differentiation on agency-specific needs

Example 2: E-commerce - Sustainable Fashion Brand

Situation: A new sustainable clothing brand struggling to differentiate in a crowded market.

Customer Profile (Eco-Conscious Professional Women, 28-40):

Jobs:

1. Look stylish and professional for work (functional/social) - *Most important*
2. Make purchasing decisions aligned with values (emotional)
3. Build a versatile wardrobe without excess (functional)
4. Feel good about environmental impact (emotional)
5. Find quality clothes that last (functional)

Pains (ranked by severity):

1. Sustainable brands look "earthy"/frumpy, not professional - *Extreme*
2. Hard to verify which brands are actually sustainable - *Extreme*
3. Sustainable fashion is expensive - *Severe*
4. Don't know how to style sustainable pieces - *Moderate*
5. Sizing is inconsistent online - *Moderate*

Gains (ranked by relevance):

1. Stylish clothes I can wear to the office - *Essential*
2. Clear proof of sustainability claims - *Essential*
3. Pieces that work together (capsule wardrobe) - *Desired*
4. Feel proud telling others where I shop - *Desired*
5. Easy returns if sizing doesn't work - *Nice-to-have*

Value Map:

Products:

1. Minimalist professional capsule collection (blazers, blouses, trousers)
2. Sustainability passport (QR code linking to supply chain transparency)
3. Virtual styling consultations
4. "Cost per wear" calculator

Pain Relievers:

• Designs by former luxury brand designers → "Doesn't look earthy/frumpy"
• Blockchain-verified supply chain, factory visit videos → "Hard to verify sustainability"
• Cost-per-wear framing + quality guarantees → "Too expensive" (reframes value)
• Style guides showing how to combine pieces → "Don't know how to style"
• Detailed size guides + free returns → "Sizing inconsistent"

Gain Creators:

• Office-ready designs featured in business publications → "Stylish for work"
• Impact report: "Your wardrobe has saved X liters of water" → "Proof of sustainability"
• Curated capsule collections designed to mix/match → "Pieces work together"
• Beautiful packaging + shareable unboxing → "Proud to tell others"

FIT Assessment:

• Addresses top pain (frumpy look) with design-forward positioning ✓
• Creates top gain (office-ready) with professional-focused collection ✓
• Differentiation clear: "Sustainable fashion that looks like it belongs in a boardroom"

Checklists & Templates

Value Proposition Canvas Worksheet

## Value Proposition Canvas: [Product/Service Name]

### CUSTOMER PROFILE

**Target Customer Segment**: _____________

#### Customer Jobs (rank by importance)
1. [Most important]:
2.
3.
4.
5.

#### Customer Pains (rank by severity)
1. [Most severe]:
2.
3.
4.
5.

#### Customer Gains (rank by relevance)
1. [Most essential]:
2.
3.
4.
5.

---

### VALUE MAP

#### Products and Services
1.
2.
3.
4.

#### Pain Relievers
| Pain | How We Relieve It |
|------|-------------------|
| | |
| | |
| | |

#### Gain Creators
| Gain | How We Create It |
|------|------------------|
| | |
| | |
| | |

---

### FIT ASSESSMENT

**Top 3 Pains Addressed?**
1. [ ] Pain: ___ | Reliever: ___
2. [ ] Pain: ___ | Reliever: ___
3. [ ] Pain: ___ | Reliever: ___

**Top 3 Gains Created?**
1. [ ] Gain: ___ | Creator: ___
2. [ ] Gain: ___ | Creator: ___
3. [ ] Gain: ___ | Creator: ___

**Overall FIT Score**: ___/10

**Gaps to Address**:

FIT Diagnosis Checklist

## FIT Diagnosis: [Product Name]

### Is there a problem worth solving?
- [ ] Customers mention these jobs unprompted
- [ ] Pains are severe (not just minor annoyances)
- [ ] Customers are actively looking for solutions
- [ ] They're willing to pay to solve this problem

### Does our solution actually fit?
- [ ] Pain relievers address TOP 3 pains
- [ ] Gain creators produce TOP 3 gains
- [ ] Products help with most important jobs
- [ ] Customers prefer our solution to alternatives

### Evidence check
- [ ] We've talked to 10+ target customers
- [ ] Customers have validated pains/gains (not assumed)
- [ ] We've tested willingness to pay
- [ ] Early users show retention/engagement

### Red flags
- [ ] Building features customers haven't asked for
- [ ] Addressing low-priority pains
- [ ] Creating gains customers don't value
- [ ] No clear differentiation from alternatives

Customer Interview Guide (for VPC)

## VPC Customer Interview Guide

### Jobs Questions
1. Walk me through your typical day/week related to [context].
2. What are you ultimately trying to achieve?
3. What tasks take up most of your time in this area?
4. What would you need to accomplish to consider this successful?

### Pains Questions
1. What's the hardest part about [job/context]?
2. What frustrates you most about current solutions?
3. What do you wish you could stop doing?
4. What keeps you up at night regarding [context]?
5. What could go wrong that you worry about?

### Gains Questions
1. What would an ideal solution look like?
2. What would make your life significantly easier?
3. How do you measure success in this area?
4. What would make you look good to [boss/clients/peers]?

### Validation Questions
1. How important is solving this on a scale of 1-10?
2. How are you currently handling this?
3. What have you tried that didn't work?
4. Would you pay for a solution? How much?

Skill Boundaries

What This Skill Does Well

• Structuring video production workflows
• Creating storyboard frameworks
• Suggesting technical approaches
• Providing creative direction templates

What This Skill Cannot Do

• Replace professional videography
• Edit video files directly
• Make final creative judgments
• Guarantee audience engagement

References

• Book: Value Proposition Design by Alexander Osterwalder, Yves Pigneur, Greg Bernarda, Alan Smith (2014)
• Related: Business Model Generation (2010)
• Tools: Strategyzer.com official canvas templates
• Source: sources/books/osterwalder-value-proposition-design.md

Related Skills

• jobs-to-be-done - Deep dive into understanding customer jobs
• positioning-dunford - Position your value proposition in the market
• product-led-growth - Build products that sell themselves
• landing-page-copy - Communicate your value proposition effectively
• conversion-copywriting - Write copy that converts based on pains/gains
• grand-slam-offers - Create irresistible offers from your value map