netpain
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NET PAINSimple principle to understand why some products are great(er)
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This presentation just tries to help me be a better product manager and understand more thoroughly how all products work. It’s just a hack of a theory.. and in all likelihood, I’m not the one who actually invented it - even if I’m trying to coin this principle. Let me know what you think.
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Why do some products make it and others don’t?
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Better Timing? More Features? In all Channels? Better Brand? Right price?
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No! .. because NET PAIN -principle, why.
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Consumers will always opt for the product which totals
the least pain in net sum(compared to the
alternatives).
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Pain of Acquiring a product Pain of Using a ProductPain Relieved by a Product
NET PAIN
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Pain of acquiring.. a product is a sum of pain of all things that
need to happen before using it .. .. installation, discovery, sourcing, buying
options, costs, learning to use it, etc.
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Pain of acquiring.. can be your obstacle to entering a market or your unfair advantage.
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In concrete: Ferrari Italia relieves lots of pain by making driving enjoyable, but may be well beyond my pain-limits for a price of a car.
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In concrete: For my need to unwind with great music - Spotify will beat buying a CD from a store, because it is way less painful.
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In concrete: I might have the money and will to fly to the moon with a crew, but in case I can’t complete the training for it - I won’t be your target customer.
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Pain of using.. a product is a a sum of pain related to .. .. its usability, how much it does for me
(integratedness, completeness) and how difficult it is to operate.
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Pain of using.. can be your obstacle to entering a market or your unfair advantage.
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In concrete: Integrated solutions beat
separate solutions any day, due to the pain and hassle
of operating multiple systems for completing a
task.
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In concrete: Apple iOS won the market over for its lack of distracting features. It seemed less painful, because it was simple to use.
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Pain relieved.. by a product refers to ..
.. sum of all painpoints it makes non-existent. It makes me feel relived. In other words: it’s the value product delivers by solving the problems it solves.
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Pain relieved.. can also, be your obstacle to
entering a market or your unfair advantage.
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In concrete: Your product might be at the best channels and for free - but if it doesn’t solve a problem, relive a pain, it will be worthless to me.
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In concrete: Your product might be the most expensive and most difficult to get, but if it makes me feel good enough - I’ll make all sacrifices needed to own it.
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In concrete: Your product might just make me feel better, even it lacks on other attributes in comparision to another product.
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For a consumer to choose your product - it must deliver a positive score.
The way of valueing the level of pain - defines a market. For some markets, the pain related to acquring an expensive product is bearable - in
others it might not be.
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To win hearts: optimize for least net pain.
To do it - you need to understand the pain your relieving (job your product does) and compare your proposition against
others in the market: do they solve more pain points than you do? are are they less painful to acquire? are they less painful to
use?
Or simply: think where can you reduce friction, to generate less pain? Streamlining will make your product more valuable. Or, if you need to add more pain in use or acquring - make sure you
really relive more pain after doing so.
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Pain relieved by a product must be greater than the sum of pain it creates
while I use it and when I acquire it. More than that, the NET PAIN of your
product must bebetter than any competitors offer - for the consumer to
choose it.
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Less pain the better, in net sum, that is.
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