{"id":258,"date":"2026-02-21T14:21:29","date_gmt":"2026-02-21T18:21:29","guid":{"rendered":"http:\/\/www.justinmcclellan.com\/blog\/?p=258"},"modified":"2026-04-07T14:02:47","modified_gmt":"2026-04-07T18:02:47","slug":"solution-development","status":"publish","type":"post","link":"http:\/\/www.justinmcclellan.com\/blog\/2026\/02\/solution-development\/","title":{"rendered":"Solution Development \u2014 Defining the Product, Model, and Viability"},"content":{"rendered":"<p data-start=\"290\" data-end=\"456\">At this stage, you have a small number of validated <a href=\"http:\/\/www.justinmcclellan.com\/blog\/2015\/11\/problem-opportunity-identification\/\" target=\"_blank\" rel=\"noopener\">problem<\/a> opportunities and a working understanding of the <a href=\"http:\/\/www.justinmcclellan.com\/blog\/2016\/01\/problem-refinement-and-customer-surveys\/\" target=\"_blank\" rel=\"noopener\">customers<\/a>, their pain points, and how they perceive value.\u00a0Now the task is to define a solution that can <strong data-start=\"504\" data-end=\"576\">solve, reduce, or eliminate that pain\u2014or create measurable new value<\/strong>. The objective is not to design a perfect product. It is to define something <strong data-start=\"655\" data-end=\"700\">simple, testable, and economically viable<\/strong>.<\/p>\n<hr data-start=\"703\" data-end=\"706\" \/>\n<h3><strong>Do Not Overfit to Technology<\/strong><\/h3>\n<p data-start=\"741\" data-end=\"805\">Do not anchor on a specific technology or preconceived solution. Your expertise and technical foundation define the feasible space\u2014but they should not dictate the answer. A common failure mode is over-engineering:<\/p>\n<ul data-start=\"958\" data-end=\"1112\">\n<li data-section-id=\"fzt3m4\" data-start=\"958\" data-end=\"1009\">Complex solutions driven by internal capability<\/li>\n<li data-section-id=\"1higzrk\" data-start=\"1010\" data-end=\"1056\">Features that do not map to customer value<\/li>\n<li data-section-id=\"1617yhb\" data-start=\"1057\" data-end=\"1112\">Cost structures that cannot be supported by pricing<\/li>\n<\/ul>\n<p data-start=\"1114\" data-end=\"1216\">The goal is not to showcase technology. The goal is to <strong data-start=\"1169\" data-end=\"1215\">deliver value in the simplest possible way<\/strong>. Example: many \u201cdrone solutions\u201d are actually <strong data-start=\"1263\" data-end=\"1294\">data and analytics problems<\/strong>. In many cases, a fixed camera or simpler system delivers equivalent value at lower cost and complexity.<\/p>\n<blockquote>\n<p style=\"text-align: left;\" data-start=\"1114\" data-end=\"1216\"><strong><em><span style=\"text-decoration: underline;\">Example: Clever Technology to Practical Solutio<\/span>n<\/em><\/strong><\/p>\n<p style=\"text-align: left;\" data-start=\"424\" data-end=\"477\"><strong><em>An initial solution might focus on technical novelty<br \/>\n<\/em><\/strong><em>A kinetically charged baton that recharges through the motion of the ground crew, eliminating the need for battery replacement<\/em><\/p>\n<p style=\"text-align: left;\"><strong><em>At first glance, this is appealing\u2014it removes the failure mode and feels innovative. However, it introduces complexity:<\/em><\/strong><\/p>\n<ul>\n<li style=\"text-align: left;\"><em>New hardware development<\/em><\/li>\n<li style=\"text-align: left;\"><em>Reliability risk<\/em><\/li>\n<li style=\"text-align: left;\"><em>Certification and durability challenges<\/em><\/li>\n<li style=\"text-align: left;\"><em>Higher cost and longer time to deploy<\/em><\/li>\n<\/ul>\n<\/blockquote>\n<hr data-start=\"1401\" data-end=\"1404\" \/>\n<p style=\"text-align: left;\" data-section-id=\"cxbvpf\" data-start=\"1406\" data-end=\"1443\"><strong>Define the Minimum Viable Solution<\/strong><\/p>\n<p data-start=\"1445\" data-end=\"1528\">You are aiming for a <strong data-start=\"1466\" data-end=\"1522\">Minimum Viable Product (MVP: Minimum Viable Product)<\/strong> that:<\/p>\n<ul data-start=\"1530\" data-end=\"1714\">\n<li data-section-id=\"1t88dp0\" data-start=\"1530\" data-end=\"1586\">Directly addresses a <strong data-start=\"1553\" data-end=\"1584\">specific, validated problem<\/strong><\/li>\n<li data-section-id=\"55ijs5\" data-start=\"1587\" data-end=\"1626\">Can be explained in a few sentences<\/li>\n<li data-section-id=\"my9dp8\" data-start=\"1627\" data-end=\"1669\">Can be deployed quickly and affordably<\/li>\n<li data-section-id=\"zuotmw\" data-start=\"1670\" data-end=\"1714\">Has a credible path to scaled production<\/li>\n<\/ul>\n<p data-start=\"1716\" data-end=\"1777\">If the solution requires a long explanation, it is not ready. A useful constraint:<\/p>\n<ul data-start=\"1801\" data-end=\"1872\">\n<li data-section-id=\"sr9lzr\" data-start=\"1801\" data-end=\"1872\"><strong data-start=\"1803\" data-end=\"1870\">Could this be built and deployed for ~$1M (order of magnitude)?<\/strong><\/li>\n<\/ul>\n<p data-start=\"1874\" data-end=\"1954\">If not, you are likely solving too broad a problem or overbuilding the solution.<\/p>\n<blockquote>\n<p style=\"text-align: left;\"><span style=\"text-decoration: underline;\"><em><strong>Example: Simplification<\/strong><\/em><\/span><\/p>\n<p style=\"text-align: left;\"><em>What is the simplest solution we could build and deploy for ~$1M that still delivers meaningful value?<\/em><\/p>\n<h3 style=\"text-align: left;\"><strong><em><span style=\"font-size: 16px;\">A simpler approach:<\/span><\/em><\/strong><\/h3>\n<ul>\n<li style=\"text-align: left;\"><em>A rechargeable baton paired with a ruggedized charging base<\/em><\/li>\n<li style=\"text-align: left;\"><em>Charging stations mounted at gates or on tugs<\/em><\/li>\n<li style=\"text-align: left;\"><em>Minimal change to existing operations<\/em><\/li>\n<\/ul>\n<\/blockquote>\n<p>&nbsp;<\/p>\n<hr data-start=\"1956\" data-end=\"1959\" \/>\n<h3 data-section-id=\"1p2835\" data-start=\"1961\" data-end=\"2007\"><strong>Reality Check \u2014 Is This a Good Opportunity?<\/strong><\/h3>\n<p data-start=\"2009\" data-end=\"2093\">Before proceeding, pressure-test the opportunity. This is where you kill weak ideas. A practical lens is <a href=\"https:\/\/en.wikipedia.org\/wiki\/Porter%27s_five_forces_analysis\"><strong data-start=\"2115\" data-end=\"2139\">Porter\u2019s Five Forces<\/strong><\/a>:<\/p>\n<h5 data-section-id=\"19jgsqv\" data-start=\"2142\" data-end=\"2163\"><strong>Barriers to Entry<\/strong><\/h5>\n<ul data-start=\"2165\" data-end=\"2302\">\n<li data-section-id=\"vbot3y\" data-start=\"2165\" data-end=\"2239\">Are there structural barriers (regulation, certification, incumbency)?<\/li>\n<li data-section-id=\"1rhqa6i\" data-start=\"2240\" data-end=\"2302\">Do incumbents have entrenched relationships or advantages?<\/li>\n<\/ul>\n<h5 data-section-id=\"1n5oukt\" data-start=\"2309\" data-end=\"2327\"><strong>Supplier Power<\/strong><\/h5>\n<ul data-start=\"2329\" data-end=\"2424\">\n<li data-section-id=\"17r95bw\" data-start=\"2329\" data-end=\"2374\">Are you dependent on a critical supplier?<\/li>\n<li data-section-id=\"1tio18h\" data-start=\"2375\" data-end=\"2424\">Can suppliers capture disproportionate value?<\/li>\n<\/ul>\n<h5 data-section-id=\"1pt4bmo\" data-start=\"2431\" data-end=\"2446\"><strong>Buyer Power<\/strong><\/h5>\n<ul data-start=\"2448\" data-end=\"2538\">\n<li data-section-id=\"1absrq8\" data-start=\"2448\" data-end=\"2506\">Are there few buyers with strong negotiating leverage?<\/li>\n<li data-section-id=\"qi3thd\" data-start=\"2507\" data-end=\"2538\">Will pricing be compressed?<\/li>\n<\/ul>\n<h5 data-section-id=\"w5oaki\" data-start=\"2545\" data-end=\"2570\"><strong>Competitive Landscape<\/strong><\/h5>\n<ul data-start=\"2572\" data-end=\"2692\">\n<li data-section-id=\"plsntn\" data-start=\"2572\" data-end=\"2616\">Are others already solving this problem?<\/li>\n<li data-section-id=\"1k6whw0\" data-start=\"2617\" data-end=\"2692\">Are substitutes improving fast enough to make your solution irrelevant?<\/li>\n<\/ul>\n<h5 data-section-id=\"1b7myy9\" data-start=\"2699\" data-end=\"2722\"><strong>Internal Capability<\/strong><\/h5>\n<ul data-start=\"2724\" data-end=\"2845\">\n<li data-section-id=\"1nfrj2n\" data-start=\"2724\" data-end=\"2787\">Do you have the skills, access, and credibility to execute?<\/li>\n<li data-section-id=\"e3no26\" data-start=\"2788\" data-end=\"2845\">What is missing, and how hard is it to close the gap?<\/li>\n<\/ul>\n<hr data-start=\"2847\" data-end=\"2850\" \/>\n<h3 data-section-id=\"11488gm\" data-start=\"2852\" data-end=\"2903\"><strong>Business Model \u2014 How Do You Actually Make Money?<\/strong><\/h3>\n<p data-start=\"2905\" data-end=\"2990\">With a defined solution, you must define <strong data-start=\"2946\" data-end=\"2971\">how value is captured<\/strong>, not just created. Key options include:<\/p>\n<ul data-start=\"3014\" data-end=\"3183\">\n<li data-section-id=\"hzpl0h\" data-start=\"3014\" data-end=\"3057\">Direct product sales (one-time revenue)<\/li>\n<li data-section-id=\"176p523\" data-start=\"3058\" data-end=\"3101\">Subscription (software, data, services)<\/li>\n<li data-section-id=\"1vkwfzt\" data-start=\"3102\" data-end=\"3134\">Leasing \/ usage-based models<\/li>\n<li data-section-id=\"1i4sjn\" data-start=\"3135\" data-end=\"3169\">Services and support contracts<\/li>\n<li data-section-id=\"1d64sie\" data-start=\"3170\" data-end=\"3183\">Licensing<\/li>\n<\/ul>\n<p data-start=\"3185\" data-end=\"3199\">In most cases:<\/p>\n<ul data-start=\"3201\" data-end=\"3340\">\n<li data-section-id=\"ab27uj\" data-start=\"3201\" data-end=\"3266\"><strong data-start=\"3203\" data-end=\"3264\">Recurring revenue models are structurally more attractive<\/strong><\/li>\n<li data-section-id=\"85vjmg\" data-start=\"3267\" data-end=\"3340\">They provide predictability, margin expansion, and customer retention<\/li>\n<\/ul>\n<p data-start=\"3342\" data-end=\"3397\">However, the model must align with market expectations.<\/p>\n<hr data-start=\"3399\" data-end=\"3402\" \/>\n<h3 data-section-id=\"y44hbj\" data-start=\"3404\" data-end=\"3434\"><strong>Ground the Model in Reality<\/strong><\/h3>\n<p data-start=\"3436\" data-end=\"3469\">Use your customer discovery work:<\/p>\n<ul data-start=\"3471\" data-end=\"3633\">\n<li data-section-id=\"pvkcuk\" data-start=\"3471\" data-end=\"3513\">How are similar products bought today?<\/li>\n<li data-section-id=\"1oluf32\" data-start=\"3514\" data-end=\"3567\">What are customers accustomed to (CapEx vs OpEx)?<\/li>\n<li data-section-id=\"1x0kcse\" data-start=\"3568\" data-end=\"3592\">Who owns the budget?<\/li>\n<li data-section-id=\"139e3tq\" data-start=\"3593\" data-end=\"3633\">How is value measured and justified?<\/li>\n<\/ul>\n<blockquote>\n<p style=\"text-align: left;\" data-section-id=\"j6bfu4\" data-start=\"383\" data-end=\"430\"><span style=\"text-decoration: underline;\"><strong><em>Example: Reality Check\u00a0<\/em><\/strong><\/span><\/p>\n<p style=\"text-align: left;\" data-start=\"432\" data-end=\"509\"><em>Before proceeding, pressure-test the opportunity against basic market forces.<\/em><\/p>\n<p style=\"text-align: left;\" data-start=\"511\" data-end=\"831\"><em><strong data-start=\"511\" data-end=\"532\">Barriers to Entry<\/strong><\/em><br data-start=\"532\" data-end=\"535\" \/><em>The incumbent baton manufacturer has existing relationships with airlines and understands regulatory requirements (e.g., FAA constraints). Competing directly on hardware would require overcoming both certification familiarity and entrenched vendor relationships.<\/em><\/p>\n<p style=\"text-align: left;\" data-start=\"833\" data-end=\"966\"><em><strong data-start=\"833\" data-end=\"851\">Supplier Power<\/strong><\/em><br data-start=\"851\" data-end=\"854\" \/><em>Low. The underlying components (batteries, housings, LEDs) are largely commoditized, limiting supplier leverage.<\/em><\/p>\n<p style=\"text-align: left;\" data-start=\"968\" data-end=\"1163\"><em><strong data-start=\"968\" data-end=\"983\">Buyer Power<\/strong><\/em><br data-start=\"983\" data-end=\"986\" \/><em>Moderate. While there are multiple airline customers, each is relatively sophisticated and cost-conscious. Pricing pressure is likely, particularly for a hardware-only solution.<\/em><\/p>\n<p style=\"text-align: left;\" data-start=\"1165\" data-end=\"1375\"><em><strong data-start=\"1165\" data-end=\"1188\">Internal Capability<\/strong><\/em><br data-start=\"1188\" data-end=\"1191\" \/><em>The problem is technically solvable, but domain knowledge gaps exist (current specifications, certification requirements, operational constraints). These would need to be closed early.<\/em><\/p>\n<p style=\"text-align: left;\" data-start=\"1377\" data-end=\"1552\"><strong><em>Competitive \/ Substitute Solutions<\/em><\/strong><br data-start=\"1415\" data-end=\"1418\" \/><em>Existing batons are improving (longer battery life, rechargeable designs), reducing the urgency of a purely product-based improvement.<\/em><\/p>\n<\/blockquote>\n<hr data-start=\"3896\" data-end=\"3899\" \/>\n<h3 data-section-id=\"1rcf5on\" data-start=\"3901\" data-end=\"3935\"><strong>Evaluate Business Model Options<\/strong><\/h3>\n<p data-start=\"3937\" data-end=\"3966\">For each opportunity, answer:<\/p>\n<ul data-start=\"3968\" data-end=\"4226\">\n<li data-section-id=\"1pwg267\" data-start=\"3968\" data-end=\"4017\">What is the <strong data-start=\"3982\" data-end=\"3999\">default model<\/strong> in this market?<\/li>\n<li data-section-id=\"m986j\" data-start=\"4018\" data-end=\"4065\">What is a <strong data-start=\"4030\" data-end=\"4062\">potentially disruptive model<\/strong>?<\/li>\n<li data-section-id=\"f4ic9y\" data-start=\"4066\" data-end=\"4143\">Which model best aligns with <strong data-start=\"4097\" data-end=\"4140\">customer incentives and buying behavior<\/strong>?<\/li>\n<li data-section-id=\"1vabh78\" data-start=\"4144\" data-end=\"4226\">What are the implications for <strong data-start=\"4176\" data-end=\"4223\">scaling manufacturing, delivery, or service<\/strong>?<\/li>\n<\/ul>\n<p data-start=\"4228\" data-end=\"4297\">Sometimes the innovation is not the product\u2014it is the business model.<\/p>\n<hr data-start=\"4299\" data-end=\"4302\" \/>\n<h3 data-section-id=\"1a70lui\" data-start=\"4304\" data-end=\"4327\"><strong>Output of This Phase<\/strong><\/h3>\n<p data-start=\"4329\" data-end=\"4349\">You should now have:<\/p>\n<ul data-start=\"4351\" data-end=\"4531\">\n<li data-section-id=\"1hmwgv2\" data-start=\"4351\" data-end=\"4394\">A <strong data-start=\"4355\" data-end=\"4392\">clear, simple solution definition<\/strong><\/li>\n<li data-section-id=\"8l0dlm\" data-start=\"4395\" data-end=\"4423\">A <strong data-start=\"4399\" data-end=\"4421\">credible MVP scope<\/strong><\/li>\n<li data-section-id=\"1xo5vhq\" data-start=\"4424\" data-end=\"4468\">An initial <strong data-start=\"4437\" data-end=\"4466\">business model hypothesis<\/strong><\/li>\n<li data-section-id=\"13j818g\" data-start=\"4469\" data-end=\"4531\">A <strong data-start=\"4473\" data-end=\"4497\">screened opportunity<\/strong> (with obvious risks identified)<\/li>\n<\/ul>\n<p data-start=\"4533\" data-end=\"4602\">If any of these are unclear, the opportunity is not ready to advance.<\/p>\n<hr data-start=\"4604\" data-end=\"4607\" \/>\n<h3 data-section-id=\"1jicrl8\" data-start=\"4609\" data-end=\"4629\"><strong>Guiding Principle<\/strong><\/h3>\n<ul data-start=\"4631\" data-end=\"4781\">\n<li data-section-id=\"1d8f7m7\" data-start=\"4631\" data-end=\"4683\"><strong data-start=\"4633\" data-end=\"4681\">Simplify the solution until it is undeniable<\/strong><\/li>\n<li data-section-id=\"aort6i\" data-start=\"4684\" data-end=\"4743\"><strong data-start=\"4686\" data-end=\"4741\">Align the model with how the customer actually buys<\/strong><\/li>\n<li data-section-id=\"ljarxq\" data-start=\"4744\" data-end=\"4781\"><strong data-start=\"4746\" data-end=\"4779\">Kill weak opportunities early<\/strong><\/li>\n<\/ul>\n<hr data-start=\"4783\" data-end=\"4786\" \/>\n<h3 data-section-id=\"11w4tt6\" data-start=\"4788\" data-end=\"4801\"><strong>Transition<\/strong><\/h3>\n<p data-start=\"4803\" data-end=\"4974\">With a defined solution and initial business model, the next step is to <a href=\"http:\/\/www.justinmcclellan.com\/blog\/2016\/06\/refine-the-value-proposition-and-solution\/\">refine the value proposition<\/a> and validate that customers will engage\u2014and pay\u2014under real conditions.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>At this stage, you have a small number of validated problem opportunities and a working understanding of the customers, their pain points, and how they perceive value.\u00a0Now the task is to define a solution that can solve, reduce, or eliminate that pain\u2014or create measurable new &hellip; <a href=\"http:\/\/www.justinmcclellan.com\/blog\/2026\/02\/solution-development\/\" class=\"more-link\"><span>Continue reading<span class=\"screen-reader-text\">Solution Development \u2014 Defining the Product, Model, and Viability<\/span><\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":739,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16,18,17],"tags":[],"class_list":["post-258","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-commercialization","category-product-management"],"_links":{"self":[{"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/posts\/258","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/comments?post=258"}],"version-history":[{"count":35,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/posts\/258\/revisions"}],"predecessor-version":[{"id":762,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/posts\/258\/revisions\/762"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/media\/739"}],"wp:attachment":[{"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/media?parent=258"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/categories?post=258"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.justinmcclellan.com\/blog\/wp-json\/wp\/v2\/tags?post=258"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}