theonline.mba
← Back to ENT 401

ENT 401 · Unit 1 of 6

Opportunity Selection and Problem Framing

Customer Discovery and Opportunity Validation

Start unit · 4 lessons →

Learning objectives

  • Run problem and solution interviews that produce actionable evidence
  • Apply "Opportunity Selection and Problem Framing" to a real venture decision
  • Contribute to your Interview repository (20+ conversations) deliverable

Unit overview

#LessonCore idea
1Foundations of Opportunity Selection and Problem FramingCore frameworks for this unit
2Key Concepts and Vocabulary in Opportunity Selection and Problem FramingCore frameworks for this unit
3Frameworks for Analyzing Opportunity Selection and Problem FramingCore frameworks for this unit
4Opportunity Selection and Problem Framing: Applied Business DecisionsCore frameworks for this unit

Complete all four lessons, then finish unit assessments on this page.

Unit assessment

Complete each section below. Score 80%+ on the quiz to finish this unit's assessment.

50% applied project30% case work20% knowledge checks

Exercises

Apply what you learned in this unit with structured practice.

ExerciseApplied practice: Opportunity Selection and Problem Framing45 min
Complete a focused practice exercise on **Opportunity Selection and Problem Framing**. 1. Choose a real company, product, or situation you know. 2. Apply one core framework from this unit to analyze it. 3. Write your analysis in 300–500 words with a clear recommendation. 4. Cite at least one credible source.

Deliverable

300–500 word analysis document saved to your portfolio under ENT 401.

Rubric

  • • Framework applied correctly (not just named)
  • • Specific evidence from a real example
  • • Clear recommendation with tradeoffs acknowledged
  • • Professional writing with source citation
ExerciseDrill: Opportunity Selection and Problem Framing30 min
Work through the practice problems in the unit lesson without looking at notes. Then check your work against the lesson and write a short reflection: - What you got right - One mistake you caught - One concept to review before the next unit

Deliverable

Problem solutions + 150-word reflection in your ENT 401 workbook.

Rubric

  • • Attempted all practice items before checking answers
  • • Honest reflection on errors
  • • Identifies a specific review action

Case analysis

Analyze a case using frameworks from this unit.

CaseCase analysis: Opportunity Selection and Problem Framing60 min
Analyze a real business case through the lens of **Opportunity Selection and Problem Framing**. Choose a public company event, HBR-style case, or documented decision. **Deliverable structure:** 1. Situation summary (150 words) 2. Analysis using this unit's frameworks (400 words) 3. Recommendation (150 words) 4. Risks and what would change your mind

Deliverable

2-page case write-up in your portfolio.

Rubric

  • • Case facts are accurate and sourced
  • • Analysis uses unit frameworks explicitly
  • • Recommendation is justified with tradeoffs
  • • Risks are specific, not generic

Knowledge quiz

Check your understanding before marking the unit complete.

1. RelayOps founders initially pitched 'AI-powered route optimization.' After problem-first reframing, which statement best reflects a validated opportunity hypothesis?

2. In RelayOps exploratory scoring, hypothesis H1 (same-day dispatch rebalance) scored highest. Which mistake does treating a high score as proof of product-market fit represent?

3. RelayOps uses kill criteria such as 'fewer than four of ten ops leaders rank dispatch rework in top three pains.' What is the primary purpose of pre-set kill rules?

4. On the Problem Reframe Ladder, RelayOps interviews should focus on which rung for discovery conversations?

5. A PE-backed plumbing rollup with 1,200 technicians offers RelayOps a pilot with custom ERP integration in 90 days. Per Unit 1 beachhead rules, what is the best response?

6. RelayOps Problem-Solution Fit Canvas lists 'existing spend' as overtime and legacy scheduling modules. Why does existing spend matter for opportunity selection?

7. Which common mistake matches founders who ask 'Would you use our app?' in first customer meetings?

8. RelayOps weighted opportunity score for dispatch rebalance reached 89/100 while invoice documentation (H6) scored 57. What decision aligns with the 80/20 portfolio rule from Unit 1?

Next unit: Customer Segments and Jobs to Be Done →