The workaround

What the customer already does about the pain, and what that costs them.

The part

What it is

The workaround is the best available evidence of severity, because it is a price the customer already pays without being asked to.

It is also the real competitor. Most propositions are lost to a spreadsheet and an existing habit rather than to a named rival.

The smallest level

The attributes it carries

Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.

Workaround
What they do today, which is the thing any offer must actually displace.
Text shared type
Effort spent
Effort already committed is the most reliable evidence of how much the pain is worth.
Measure shared type
Satisfaction with it
A tolerated workaround is a much harder sale than a resented one.
Choice shared type