What is a Value Hypothesis?

Ruben Buijs
August 10, 2023

A value hypothesis is a fundamental concept in Saas product management that helps teams determine and validate the value their product brings to customers. It involves making assumptions about the value customers will derive from using the product and then testing and validating those assumptions through experimentation and customer feedback.


Let's consider an example to illustrate the concept of a value hypothesis. Imagine a team building a project management software. Their value hypothesis might be that by using their software, teams will be able to increase their productivity and efficiency by 30%. They would then design experiments and gather feedback from users to validate this hypothesis. If the feedback and data confirm the hypothesis, the team can be confident that their product delivers the promised value.


The value hypothesis is crucial for Saas product management for several reasons. Firstly, it helps product teams align their efforts and focus on building features and functionalities that truly deliver value to customers. By clearly defining the value proposition, teams can avoid wasting time and resources on unnecessary or low-impact features.

Secondly, the value hypothesis serves as a guide for prioritizing product development efforts. It helps the team identify and prioritize the most critical functionalities that need to be built to fulfill the value proposition. This ensures that the product meets customer expectations and provides a competitive advantage.

Lastly, the value hypothesis guides product marketing and sales efforts. It helps create compelling messaging and positioning that highlights the unique value the product brings to the market. It also assists in setting pricing strategies based on the perceived value of the product.

How to Use Value Hypothesis

  1. Define the value proposition: Clearly articulate the value your product aims to deliver to customers. This could be increased productivity, cost savings, improved collaboration, or any other benefit that aligns with your target audience's needs.
  2. Make assumptions: Formulate specific assumptions about the value customers will derive from using your product. For example, you might assume that your product will help customers save 20 hours per week or reduce operational costs by 15%.
  3. Design experiments: Create experiments to test your assumptions. These experiments could include user interviews, surveys, usability testing, or A/B testing. The goal is to collect data and feedback that either validates or disproves your value hypothesis.
  4. Analyze and iterate: Analyze the data and feedback gathered from the experiments and iterate on your value hypothesis if necessary. If the data supports your assumptions, you can proceed with confidence. If not, adjust your hypothesis and repeat the experimentation process until you have a validated value proposition.

Useful Tips

  • Involve customers early on: Engage with potential customers during the value hypothesis formulation stage to gain insights and validate assumptions before investing heavily in product development.
  • Test one assumption at a time: To ensure clarity and focus, test each assumption separately. This allows you to accurately identify which specific value proposition resonates most with your target audience.
  • Continuously gather feedback: Regularly collect feedback from customers to validate and refine your value hypothesis throughout the product lifecycle. This helps you adapt to changing market needs and stay ahead of the competition.

Related Terms


What is a value hypothesis?

A value hypothesis is a statement that describes the anticipated value or benefit that a product or feature will provide to its users or customers.

Why is a value hypothesis important?

A value hypothesis is important because it helps product managers identify and prioritize which features or improvements will have the most impact on customer satisfaction and business success.

How do you create a value hypothesis?

To create a value hypothesis, you need to understand your target customers and their needs, conduct user research, analyze market trends, and define the unique value proposition of your product.

What should a value hypothesis include?

A value hypothesis should include a clear description of the problem or pain point it addresses, the expected value or benefit for users, and how it aligns with the overall business goals.

Can a value hypothesis change over time?

Yes, a value hypothesis can change over time as you gather more data, receive user feedback, and gain a deeper understanding of your customers' needs and preferences.

How can you validate a value hypothesis?

You can validate a value hypothesis by conducting user testing, gathering feedback from real users, analyzing usage metrics, and monitoring customer satisfaction and retention rates.

What happens if a value hypothesis is proven wrong?

If a value hypothesis is proven wrong, it indicates that the anticipated value or benefit was not achieved. In such cases, product managers need to reassess and pivot their strategies to find alternative solutions.

Can multiple value hypotheses coexist?

Yes, multiple value hypotheses can coexist, especially when managing a complex product with different user segments or addressing various pain points. It is important to prioritize and allocate resources accordingly.

Should a value hypothesis be tested before development?

Yes, it is recommended to test a value hypothesis before investing significant resources in development. This helps mitigate risks and ensures that the product or feature will deliver the expected value to users.

How often should a value hypothesis be evaluated?

A value hypothesis should be evaluated regularly, especially when introducing new features or updates. Continuous evaluation helps optimize the product's value proposition and maintain a competitive edge.