Value Proposition Design by Osterwalder, Pigneur, Bernarda, Smith

Value Proposition Design by Osterwalder, Pigneur, Bernarda, Smith is a book titled Value Proposition Design. How to create products and services customers want. Get started with… written by Alex Osterwalder, Yves Pigneur, Greg Bernarda, Alan Smith, designed by Trish Papadakos, and published by by John Wiley & Sons, Inc., Hoboken, New Jersey in 2014.

The copyright belongs to Alexander Osterwalder, Yves Pigneur, Alan Smith, Greg Bernarda, and Patricia Papadakos.

• Business Hypothesis. Something that needs to be true for your idea to work partially or fully but that hasn't been validated yet.
• Business Model. Rationale of how an organization creates, delivers, and captures value.
• Business Model Canvas. Strategic management tool to design, test, build, and manage (profitable and scalable) business models.
• Call to Action (CTA). Prompts a subject to perform an action; used in an experiment in order to test one or more hypotheses.
• Customer Development. Four-step process invented by Steve Blank to reduce the risk and uncertainty in entrepreneurship by continuously testing the hypotheses underlying a business model with customers and stakeholders.
• Customer Gains. Outcomes and benefits customers must have, expect, desire, or dream to achieve.
• Customer Insight. Minor or major breakthrough in your customer understanding helping you design better value propositions and business models.
• Customer Pains. Bad outcomes, risks, and obstacles that customers want to avoid, notably because they prevent them from getting a job done (well).
• Customer Profile. Business tool that constitutes the right-hand side of the Value Proposition Canvas. Visualizes the jobs, pains, and gains of a customer segment (or stakeholder) you intend to create value for.
• Environment Map. Strategic foresight tool to map the context in which you design and manage value propositions and business models.
• Evidence. Proves or disproves a (business) hypothesis, customer insight, or belief about a value proposition, business model, or the environment.
• Experiment/Test. A procedure to validate or invalidate a value proposition or business model hypothesis that produces evidence.
• Fit. When the elements of your value map meet relevant jobs, pains, and gains of your customer segment and a substantial number of customers "hire" your value proposition to satisfy those jobs, pains, and gains.
• Gain Creators. Describes how products and services create gains and help customers achieve the outcomes and benefits they require, expect, desire, or dream of by getting a job done (well).
• Jobs to Be Done. What customers need, want, or desire to get done in their work and in their lives.
• Lean Start-up. Approach by Eric Ries based on the Customer Development process to eliminate waste and uncertainty from product development by continuously building, testing, and learning in an iterative fashion.
• Learning Card. Strategic learning tool to capture insights from research and experiments.
• Minimum Viable Product (MVP). A model of a value proposition designed specifically to validate or invalidate one or more hypotheses.
• Pain Relievers. Describes how products and services alleviate customer pains by eliminating or reducing bad outcomes, risks, and obstacles that prevent customers from getting a job done (well).
• Products and Services. The items that your value proposition is based on that your customers can see in your shop window—metaphorically speaking.
• Progress Board. Strategic management tool to manage and monitor the business model and value proposition design process and track progress toward a successful value proposition and business model.
• Prototyping (low/high fidelity). The practice of building quick, inexpensive, and rough study models to learn about the desirability, feasibility, and viability of alternative value propositions and business models.
• Test Card. Strategic testing tool to design and structure your research and experiments.
• Value Map. Business tool that constitutes the left-hand side of the Value Proposition Canvas. Makes explicit how your products and services create value by alleviating pains and creating gains.
• Value Proposition. Describes the benefits customers can expect from your products and services.
• Value Proposition Canvas. Strategic management tool to design, test, build, and manage products and services. Fully integrates with the Business Model Canvas.
• Value Proposition Design. The process of designing, testing, building, and managing value propositions over their entire lifecycle.