To avoid falling prey to the 'Focusing Illusion', the natural tendency for people to believe the current thing they are thinking about is most important, former Stripe product leader Shreyas Doshi recommends the Customer Problem Stack Rank (CPSR) framework. A common reason that B2B products fail is that they are not addressing the most important problems your customer faces. Instead, it may have focused on solving a less valuable or urgent problem.
CPSR addresses this by asking the customer to help prioritize and rank the problems they are facing. By doing this exercise, you'll understand the context of how a particular problem area fits into the customer's overall business and workflow and how important it is for them.Read Full Article