Worksheet / Canvases

# Worksheet / Canvases

Your Worksheet / Canvas to print and complete in your own time

Print this page or Downloadable via Google Drive [here](https://docs.google.com/document/d/1iEPd9ykG3zD4Wd8dcAd93UV9hVDum6yUfceN6A6DB44/edit#heading=h.rfluibuveda8)

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## Problem Definition:

[![](https://cdn.coda.io/icons/svg/color/4.svg) 4U](/guide/4u-10)

‘s (_from the_ _customer_ _viewpoint)_

#### How is your problem u**nworkable**?

#### How is your problem unavoidable?

#### How is your problem urgent?

#### How is your problem underserved?

---

## Problem Qualification: BLAC & White

#### What type of needs are you addressing?

_Blatant, latent, aspirational, or critical._

#### What whitespace have you identified?

_Consistent with an Underserved or unmet need_

---

## **Market Definition: DEBT**

**What** **Dependencies** **are involved?**

**What** **External factors** **are involved?**

**Would you face any** **Backlash****?**

**What is the** **Timing****?**

---

## Value Prop Evaluation: 3Ds

#### Is it discontinuous?

•What could not be done before this innovation?

•Not possible -> not feasible (time, cost, resource, other constraints)

•What are some transformational benefits?

•(Not just incremental)

#### Is it defensible?

•What can ONLY be done with your solution?

•That others can’t replicate

•Why are the alternatives just not able to compete?

#### Is it disruptive?

_How does your business model change the game, rewrite the rules in your favor?_

---

## Value Prop Evaluation: Gain/Pain Ratio

#### What gains do you deliver to your customer?

#### What pains do your customers experience during adoption?

#### Is the gain of your solution 10x greater than the pain of adopting it?

If not, what inertia / risks will they experience that you’ll have to overcome?

---

## Pull it All Together: Compelling Value Proposition

- **For** (target customers - your _Minimum Viable Segment_)
  - with (_Blatant/Latent Aspiration/Critical_ problem or need)
  - that is (_4U - Unworkable, Unavoidable, Urgent, Underserved_)
- **Who** **are dissatisfied with** (the current _Unworkable_ and _Underserved_ alternative)
- **Our product** is a (_3D - Different, Defensible, Disruptive_ - new product, your MVP)
- **That provides** (compelling problem-solving capability - _Gain_)
  - that overcomes (switching costs _Gain/Pain Ratio > 10x_)
- **Unlike** (the _Unworkable_ product alternative that _Underserves_ the need or opportunity)

## Fill out below:

**For**

**Who** **are dissatisfied with**

**Our product** is a

**That provides**

**Unlike**

[Problem Definition: 4U‘s (from the customer viewpoint)]()

[How is your problem unworkable?]()

[How is your problem unavoidable?]()

[How is your problem urgent?]()

[How is your problem underserved?]()

[Problem Qualification: BLAC & White]()

[What type of needs are you addressing?]()

[What whitespace have you identified?]()

[Market Definition: DEBT]()

[Value Prop Evaluation: 3Ds]()

[Is it discontinuous?]()

[Is it defensible?]()

[Is it disruptive?]()

[Value Prop Evaluation: Gain/Pain Ratio]()

[What gains do you deliver to your customer?]()

[What pains do your customers experience during adoption?]()

[Is the gain of your solution 10x greater than the pain of adopting it?]()

[Pull it All Together: Compelling Value Proposition]()

[Fill out below:]()

---
Source: https://startupsecretssandbox.com/worksheet-canvases-9
From the Startup Secrets Field Guide (unofficial), frameworks by Michael Skok.

Your Worksheet / Canvas to print and complete in your own time

Print this page or Downloadable via Google Drive here

Problem Definition:

‘s (from the customer viewpoint)

How is your problem unworkable?

How is your problem unavoidable?

How is your problem urgent?

How is your problem underserved?

Problem Qualification: BLAC & White

What type of needs are you addressing?

Blatant, latent, aspirational, or critical.

What whitespace have you identified?

Consistent with an Underserved or unmet need

Market Definition: DEBT

What Dependencies are involved?

What External factors are involved?

Would you face any Backlash**?**

What is the Timing**?**

Value Prop Evaluation: 3Ds

Is it discontinuous?

•What could not be done before this innovation?

•Not possible -> not feasible (time, cost, resource, other constraints)

•What are some transformational benefits?

•(Not just incremental)

Is it defensible?

•What can ONLY be done with your solution?

•That others can’t replicate

•Why are the alternatives just not able to compete?

Is it disruptive?

How does your business model change the game, rewrite the rules in your favor?

Value Prop Evaluation: Gain/Pain Ratio

What gains do you deliver to your customer?

What pains do your customers experience during adoption?

Is the gain of your solution 10x greater than the pain of adopting it?

If not, what inertia / risks will they experience that you’ll have to overcome?

Pull it All Together: Compelling Value Proposition

For (target customers - your Minimum Viable Segment)
- with (Blatant/Latent Aspiration/Critical problem or need)
- that is (4U - Unworkable, Unavoidable, Urgent, Underserved)
Who are dissatisfied with (the current Unworkable and Underserved alternative)
Our product is a (3D - Different, Defensible, Disruptive - new product, your MVP)
That provides (compelling problem-solving capability - Gain)
- that overcomes (switching costs Gain/Pain Ratio > 10x)
Unlike (the Unworkable product alternative that Underserves the need or opportunity)