In the previous post, we learnt how to systematically validate our hypotheses about persona and problem scenarios. Now, we need to make sure we have a proper value proposition to address our persona problems, needs or desires. And the questions is: Are we providing a better alternative to what the user currently has? Will they be motivated enough to abandon other alternatives and join us?

The evangelist Guy Kawasaki once told a story about Sony and its experience with the yellow walkman. You can check it out here.
The moral of the story is that you shouldn’t present your potential customer with a solution and ask them about their opinion. They will almost always give you an affirmative reply! They will always say “yes” for a feature or product but they might not mean it. Instead, you need to observe your user behavior and response, and measure them against your value proposition, assumptions and metrics. Continue reading →