Which problems does the customer eliminate when using our product?
- What does our customer find too costly? (Something that requires a lot of time, costs too much money, it takes a lot of efforts, etc.)
- What makes him/her feel bad?
- What are the current solutions that do not suit our customers?
- What are the main challenges and problems our customer faces? (A lack of understanding of how things work, the difficulties with implementation, etc.)
- What negative social consequences does the customer face or fear to face? (Loss of reputation, credibility, trust, social status, and so on).
- What risks does our customer fear? (financial, social, technical, etc.)