Imagine the ideal client or the most typical client for this solution. Which industry are they working in? 

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Select the primary industry on the left, and if there is another select it in the right dropdown.

The 1st Function/Role is usually a role/function whose business issue our Solution presumably solves.

 

Usually, a manager inside this function is responsible for the solution (often technical) but may not own the budget for such a purchase/project. So, there are often other persons, usually their superior (boss) that should approve the purchase. If it is outside this function (usually General & Finance) enter their Role under 2nd Function/Role. 

 

For example, if we have a Financial Reporting SW we should enter both, the Chief Accountant and the CEO.

 

If the role you want is missing, pick Other and enter it in front of its challenge.

The Key Challenge is the problem or critical business issue that our Solution is solving from the perspective of the responsible person. And similarly from the person or role that needs to approve it. Their perspective is slightly different, their challenge usually being a consequence of the responsible person having their challenge unresolved.

 

For example, with the business reporting software we solve the challenge of the chief accountant that could probably be described as "inability to provide correct and timely reports to the board" and the other "inability to manage company without the right information". 

The Capabilities are those possible behaviours that you can enable the client for with your solution. The answer to the question "What will the client or their people be able to do (differently) because of your solution that will allow them to solve the issue?"

 

You should write 1-3 of them and not just technical ones. They can relate also to organisational improvements, check the last two capabilities in our example below.

 

Our Reporting Solution will allow the CA to:

- generate reports automatically from the current data

- create reports without work of their team

- provide the board with links to the reports before the meeting for them to prepare and comment.