Know who benefits and why they would choose you
Different customers can value the same feature for different reasons. Understanding those reasons matters for the product as well as its message.
The market snapshot connects customer profiles, jobs, pains, benefits, alternatives and supporting evidence. It preserves the team’s research and positioning choices as context that later work can use.
Example — Explain the value of an assigned next step
For a small team, an owner and due date can make follow-up easier to coordinate. The snapshot connects that benefit to the customer’s problem and the features intended to address it.
For engineers
Describe a benefit in context
This illustrative benefit belongs in a surrounding market snapshot. Its profile, pain, job and feature references must identify the corresponding entries:
import { BenefitKanoCategory, BenefitRole, type FeatureBenefitConfig } from '@wildo-ai/saas-specifications';
export const followUpBenefit: FeatureBenefitConfig = {
ref: 'benefit-clear-next-step',
claim: 'Know who follows up next, without searching old messages.',
role: BenefitRole.PAIN_RELIEVER,
deliveredByFeatureRefs: ['feature-deal-owner', 'feature-dated-next-step'],
relieves: [{ painRef: 'pain-unowned-follow-up', degree: 9 }],
creates: [],
advances: [{ jobRef: 'job-keep-next-step-owned', degree: 9 }],
importanceByICP: [{
icpRef: 'icp-small-team',
weight: 9,
kanoCategory: BenefitKanoCategory.THRESHOLD,
}],
proofRefs: [],
addressesObjectionRefs: [],
};
The same feature can contribute to several benefits. The profile-specific weight and category record an assessment of its value to that audience. They are authored fit information, not proof of customer demand or automatic build priority.
Keep research, assessment and publication distinct
The market-analysis method admits research, evidence-adequacy and snapshot-production activities. Their eligibility determines what can run; they are not a fixed list executed merely in declaration order.
| Link | Reader question |
|---|---|
| Profile to job or pain | Who encounters this need? |
| Benefit to feature | What is intended to address it? |
| Benefit to proof | What evidence supports the claim? |
| Objection to response | What concern must the product or message answer? |
An empty proofRefs array means no structured proof records are linked. The separate evidence field can hold supporting notes, metrics or a demonstration URL. Review the basis of the claim: neither an authored note nor a linked proof establishes its truth by itself.
Make the context available
Register the snapshot through marketSpecification and compile the application’s specification package. Context consumers can project the relevant profile and feature information for their task. Family validation checks its supported internal relationships; cross-family coherence uses the additional feature and product context.