Creating value propositions aligned with customer needs

Now, we will delve into a powerful tool called the Value Proposition Canvas. The Value Proposition Canvas enables ISVs to uncover and design value propositions that align with customer needs. By connecting the JTBD framework with the Value Proposition Canvas, we can gain deeper insights into customer desires and create compelling offerings. In this section, we will provide a step-by-step guide to help you prepare a Value Proposition Canvas tailored explicitly for your AppExchange app.

Figure 3.1: An example of a Value Proposition Canvas template

By following the instructions in the next subsections, you will gain a deeper understanding of your target customers, their needs, and how your app can deliver unique value.

Step 1: Define your target customer segments

Having established your ICP, it’s time to delve deeper by segmenting within that ICP on the Salesforce platform. Recognize that...