Value is created at the intersection of the customer’s worldview and your understanding of how your product meets that.

If that’s hard to get your head around think about plugging a real world example into the model.

Customer’s Worldview:

Branded razors are expensive. The quality doesn’t reflect the price that I pay for them and I never seem to have a sharp razor when I need it.

Understanding and meeting that worldview:

Harry’s sells quality razors online at shaving products at half the price of leading competitors.
“Harry’s was built out of respect for quality craftsmanship, simple design, modern convenience and most importantly for guys who know they shouldn’t have to overpay for a great shave.
Like most of you, we’ve long had to choose between over-priced, over-marketed razors that disrespect your intelligence, and low quality, cheap razors that disrespect your face. We knew there had to be a better way, so we created Harry’s as a return to the essential: a great shave at a fair price.”

Now it’s your turn. Take five or ten minutes to do this. No MBA required!

How does your product intersect with and meet your customer’s worldview?