What is your Customer’s Minimum Viable Problem?

The concept of a Minimum Viable Product is common in the start-up community. It is normally regarded as an initial release of a product that has just enough features to satisfy early adopter customers and provide feedback for future product development.
The concept has parallels in the case of your customer’s Minimum Viable Problem. This is a business issue, opportunity or threat that is significant enough to justify action, but manageable enough to allow a straightforward buying decision.
This is a particularly critical concept for many B2B sales organisations who are faced with opportunities that initially appear to have momentum, but which subsequently fail to convert because of one of two important reasons…
The underlying business problem was never actually significant enough to justify the necessary investment – and so the project as initially defined turned out to be a non-starter
The problem was significant enough to