A BMC variant that forces problem, solution, and unfair advantage.
The lean canvas (Ash Maurya) swaps BMC blocks that early teams cannot honestly fill (key partners, activities) for problem, solution, key metrics, and unfair advantage. Use it before product-market fit. Switch to a BMC when the offer is selling and you need the operating system.
Problem and customer segments replace a vague value box. Unfair advantage is the thing that cannot be copied next quarter. Key metrics are the numbers that prove the problem is shrinking.
If you list ten, you do not have a focus. Three that a buyer will pay to remove.
Same rule as Dunford. Spreadsheet and agency count.
If you leave it blank, that is honest. “First mover” is not an advantage.
Yes, in discovery. Once you have a repeatable motion, move to BMC + a GTM plan.