Customer Profile Note Sheet

Directions. Answer the following questions during the webinar to get a sense for how
the customer profiling process works. After the webinar, do a deeper dive using your
notes as a baseline. Use the webinar worksheets to do more detailed analyses and to
flesh out your customer profile. Compare the webinar notes to your more refined
customer profile to see the evolution. Use the more refined version of your customer
profile and value proposition to develop your business model. Remember, your
business model could change over time in response to market conditions and the
results of your experimenting with different approaches.

1. What is your customer segment?

2. What job titles does your customer segment have? What tasks are they trying to
complete?

3. What are their challenges and pain points?

4. What outcomes and benefits do your customers want to achieve?

5. How would you rank your customers’ jobs, pains and gains?

6. How would you describe your ideal customer?

This worksheet was developed by Valerie F. Leonard, based on the Value

Proposition Design by Alex Osterwalder, Yves Pigneur, Greg Bernada and
Alan Smith