code-ai-installer 3.0.0 → 4.0.1-a

package/domains/product/locales/en/.agents/skills/kano-model/SKILL.md

@@ -1,355 +1,370 @@
----
-name: kano-model
-description: Feature classification — must-have / performance / delighters / indifferent / reverse
----
-# Kano Model
-
-> **Category:** Strategy  ·  **Slug:** `kano-model`
-
-## When to Use
-
-- When planning a release — checking feature balance.
-- When appraising feature requests from customers.
-- In competitive analysis — what makes the product magical vs table-stakes.
-- In Full Pipeline B (`/shape-prioritize`) — Kano as a filter for scope.
-
-## Input
-
-| Field | Required | Description |
-|-------|:--------:|-------------|
-| Feature set (existing + planned) | ✅ | List of features to classify |
-| Customer research | ✅ | For survey or inference |
-| Competitor feature map | ⬚ | What is table stakes in the category |
-
-## Data Sources
-
-1. Customer survey (Kano questionnaire — dual question format).
-2. Interviews — what enchants vs frustrates.
-3. Support tickets — what absence creates pain.
-4. Competitor analysis — baseline expectations.
-
-### Related Skills
-
-| Skill | What we take | When to invoke |
-|-------|-------------|----------------|
-| `jtbd-canvas` | Jobs → functional vs emotional impact | Before Kano |
-| `rice-scoring` | Score × Kano category = final priority | After Kano |
-| `product-roadmap` | Balance check | For roadmap validation |
-
-## Five Kano Categories
-
-| Category | When present | When absent | Strategy |
-|----------|-------------|-------------|----------|
-| **Must-have (Basic)** | Expected, not exciting | High dissatisfaction | Must include. Table stakes |
-| **Performance (Linear)** | Satisfaction grows proportionally | Dissatisfaction | Compete on this axis |
-| **Delighters (Excitement)** | Wow, unexpected | Not missed | Differentiators. A few per release |
-| **Indifferent** | Neutral | Neutral | Skip, don't spend effort |
-| **Reverse** | Dissatisfies (overwhelm) | Satisfies | Cut or make optional |
-
-## Protocol
-
-### Step 0 — Feature List
-
-Gather all features (existing + planned) into a single list. 10-30 features is optimal.
-
-### Step 1 — Classification Method
-
-Two methods:
-
-**A. Survey (gold standard)**
-
-For each feature — 2 questions:
-- Functional: «If feature X was present — how would you feel?» (1-5 from Dislike to Like)
-- Dysfunctional: «If feature X was NOT present — how would you feel?» (1-5)
-
-Matrix responses → Kano category.
-
-**B. Inference (quicker, less rigorous)**
-
-Team workshop: classify by intuition + evidence (tickets, interviews).
-
-### Step 2 — Kano Matrix
-
-```
-Dysfunctional (without feature)
-              Like  Neutral  Dislike
-Functional    ┌───────┬─────────┬──────────┐
-Like          │ Rev.  │ Delight │ Perform. │
-Neutral       │ Rev.  │ Indiff. │ Must     │
-Dislike       │ -     │ -       │ Must     │
-              └───────┴─────────┴──────────┘
-```
-
-### Step 3 — Classify Features
-
-| # | Feature | Func. score | Dysfunc. score | Kano Category |
-|---|---------|:-----------:|:--------------:|:-------------:|
-| 1 | SSO | Neutral | Dislike | **Must-have** |
-| 2 | Custom dashboards | Like | Dislike | **Performance** |
-| 3 | Voice commands | Like | Neutral | **Delighter** |
-| 4 | Avatar customization | Neutral | Neutral | **Indifferent** |
-
-### Step 4 — Portfolio Balance Check
-
-Healthy release:
-- **Must-haves:** all present (even if invisible). Without = release blocked.
-- **Performance:** 2-3 key ones we compete on.
-- **Delighters:** 1-3. More is not needed — overwhelm.
-- **Indifferent:** remove.
-- **Reverse:** cut or make optional.
-
-### Step 5 — Evolve Over Time
-
-Important: **Delighters become Performance → Must-have** over time.
-- iPhone camera: delighter (2007) → performance (2012) → must-have (2020)
-- SSO: delighter (2010) → performance (2016) → must-have in B2B (2022)
-
-Plan for each delighter: when it will become must-have → a new delighter is needed.
-
-### Step 6 — Segment Differences
-
-Different segments → different Kano classifications.
-- SMB: SSO = indifferent
-- Enterprise: SSO = must-have
-
-Per-segment analysis is required for B2B.
-
-### Step 7 — Kano × RICE
-
-Multiply RICE by Kano factor:
-- Must-have: if missing, feature is critical (RICE × 2)
-- Performance: standard (RICE × 1)
-- Delighter: boost for differentiation (RICE × 1.3)
-- Indifferent: cut (RICE × 0)
-- Reverse: negative (avoid)
-
-## Validation (Quality Gate)
-
-- [ ] 10-30 features classified
-- [ ] Method (survey or inference) is explicit
-- [ ] Per-segment analysis (SMB vs enterprise)
-- [ ] Portfolio balance: all must-haves ✅, 2-3 performance, 1-3 delighters
-- [ ] Indifferent features identified for cut
-- [ ] Delighter evolution plan
-- [ ] Kano × RICE integrated
-
-## Handoff
-
-The output is the input for:
-- **`product-roadmap`** — feature balance in Now/Next
-- **`rice-scoring`** — adjusted scores
-- **PM** → scope decisions
-- **Mediator** (Full B) — Build/Cut camp evidence
-
-Format: Kano classification table + portfolio chart. Via `$handoff`.
-
-## Anti-patterns
-
-| Error | Why it's bad | How to do it right |
-|-------|-------------|---------------------|
-| All delighters | No foundation + overwhelm | Must-haves required first |
-| No must-have check | Release blocked | Must-haves = foundation |
-| Indifferent shipped | Waste of effort | Cut early |
-| No segment split | B2B SMB ≠ Enterprise | Per-segment analysis |
-| Static Kano | Migration not accounted for | Plan delighter → must-have |
-| Survey N=5 | Not statistically meaningful | N ≥ 100 for survey |
-
-## Worked Example — TeamFlow Kano Survey (AI 1:1 Summarization release)
-
-**Context:** TeamFlow (B2B SaaS HR-tech, $8M ARR). After Discovery + OST + PRD draft — team is deliberating final scope for AI summarization release. 18 feature candidates reviewed. Goal: ship a strong MVP without overwhelm, with clear delighters for competitive differentiation.
-
-### Feature List (18 candidates)
-
-```
-CORE AI (from main initiative):
-1. Real-time transcription during 1:1
-2. Auto-generated summary (post-meeting)
-3. Auto-extracted action items
-4. Action items reminders (before next 1:1)
-5. Manager inline edit of summary
-
-BUYER DASHBOARD:
-6. Aggregate 1:1 cadence dashboard (org-level)
-7. Manager-level 1:1 health score
-8. Exportable quarterly report for Board
-
-INTEGRATIONS:
-9. Calendar integration (auto-pull 1:1 events)
-10. Slack notification integration
-11. Zoom / Google Meet recording import
-12. SSO (SAML) — required for enterprise
-
-PRIVACY / CONTROL:
-13. Per-meeting AI on/off toggle
-14. Data retention controls (30 / 90 / 365 days)
-15. Audit log (who accessed summaries)
-
-NICE-TO-HAVE:
-16. AI-suggested discussion prompts
-17. Sentiment tracking (aggregated, over time)
-18. Meeting template library
-```
-
-### Kano Survey Method
-
-Dual-question survey sent to **247 TeamFlow customers** (stratified sample: 140 SMB, 80 mid-market, 27 enterprise contacts). Response rate: 52% = 129 responses.
-
-**Question format per feature:**
-- **Functional:** «If TeamFlow HAD [feature], how would you feel?» (1 = Dislike, 5 = Like)
-- **Dysfunctional:** «If TeamFlow DIDN'T HAVE [feature], how would you feel?» (1 = Dislike, 5 = Like)
-
-### Classification Results (Per Segment)
-
-#### SMB segment (N=70)
-
-| # | Feature | Func. | Dysf. | Category |
-|---|---------|:-----:|:-----:|:--------:|
-| 1 | Real-time transcription | Like | Neutral | **Delighter** |
-| 2 | Auto-generated summary | Like | Dislike | **Performance** |
-| 3 | Auto-extracted action items | Like | Dislike | **Performance** |
-| 4 | Action items reminders | Like | Neutral | **Delighter** |
-| 5 | Manager inline edit | Neutral | Dislike | **Must-have** |
-| 6 | Aggregate dashboard | Neutral | Neutral | **Indifferent** (SMB don't need org-level) |
-| 7 | Manager health score | Neutral | Neutral | **Indifferent** |
-| 8 | Quarterly export | Neutral | Neutral | **Indifferent** |
-| 9 | Calendar integration | Like | Dislike | **Performance** |
-| 10 | Slack notifications | Like | Neutral | **Delighter** |
-| 11 | Zoom/Meet import | Neutral | Neutral | **Indifferent** |
-| 12 | SSO SAML | Neutral | Neutral | **Indifferent** (SMB use Google auth) |
-| 13 | Per-meeting toggle | Neutral | Dislike | **Must-have** |
-| 14 | Data retention controls | Neutral | Dislike | **Must-have** |
-| 15 | Audit log | Neutral | Neutral | **Indifferent** |
-| 16 | AI discussion prompts | Like | Neutral | **Delighter** |
-| 17 | Sentiment tracking | Neutral | Like | **Reverse** (SMB react negatively) |
-| 18 | Meeting templates | Like | Neutral | **Delighter** |
-
-#### Mid-market segment (N=45)
-
-| # | Feature | Func. | Dysf. | Category |
-|---|---------|:-----:|:-----:|:--------:|
-| 1 | Real-time transcription | Like | Dislike | **Performance** |
-| 2 | Auto-generated summary | Like | Dislike | **Performance** |
-| 3 | Auto-extracted action items | Like | Dislike | **Performance** |
-| 4 | Action items reminders | Like | Dislike | **Performance** |
-| 5 | Manager inline edit | Neutral | Dislike | **Must-have** |
-| 6 | Aggregate dashboard | Like | Dislike | **Performance** |
-| 7 | Manager health score | Like | Neutral | **Delighter** |
-| 8 | Quarterly export | Neutral | Dislike | **Must-have** |
-| 9 | Calendar integration | Neutral | Dislike | **Must-have** |
-| 10 | Slack notifications | Neutral | Neutral | **Indifferent** |
-| 11 | Zoom/Meet import | Like | Neutral | **Delighter** |
-| 12 | SSO SAML | Neutral | Dislike | **Must-have** |
-| 13 | Per-meeting toggle | Neutral | Dislike | **Must-have** |
-| 14 | Data retention controls | Neutral | Dislike | **Must-have** |
-| 15 | Audit log | Neutral | Neutral | **Indifferent** |
-| 16 | AI discussion prompts | Neutral | Neutral | **Indifferent** |
-| 17 | Sentiment tracking | Neutral | Neutral | **Indifferent** |
-| 18 | Meeting templates | Neutral | Neutral | **Indifferent** |
-
-#### Enterprise segment (N=14)
-
-| # | Feature | Func. | Dysf. | Category |
-|---|---------|:-----:|:-----:|:--------:|
-| 1 | Real-time transcription | Like | Dislike | **Performance** |
-| 2 | Auto-generated summary | Like | Dislike | **Performance** |
-| 3 | Auto-extracted action items | Like | Dislike | **Performance** |
-| 4 | Action items reminders | Neutral | Dislike | **Must-have** |
-| 5 | Manager inline edit | Neutral | Dislike | **Must-have** |
-| 6 | Aggregate dashboard | Like | Dislike | **Performance** (high value) |
-| 7 | Manager health score | Like | Dislike | **Performance** |
-| 8 | Quarterly export | Neutral | Dislike | **Must-have** |
-| 9 | Calendar integration | Neutral | Dislike | **Must-have** |
-| 10 | Slack notifications | Neutral | Neutral | **Indifferent** |
-| 11 | Zoom/Meet import | Like | Dislike | **Performance** |
-| 12 | SSO SAML | Neutral | Dislike | **Must-have** (contract requirement!) |
-| 13 | Per-meeting toggle | Neutral | Dislike | **Must-have** |
-| 14 | Data retention controls | Neutral | Dislike | **Must-have** |
-| 15 | Audit log | Neutral | Dislike | **Must-have** (compliance requirement!) |
-| 16 | AI discussion prompts | Neutral | Neutral | **Indifferent** |
-| 17 | Sentiment tracking | Neutral | Neutral | **Indifferent** |
-| 18 | Meeting templates | Neutral | Neutral | **Indifferent** |
-
-### Segment Reconciliation — final classification
-
-Using the rule «worst segment wins» (if a feature is Must-have for enterprise but Indifferent for SMB — treat as Must-have for Enterprise tier; for general release — high priority):
-
-| # | Feature | SMB | Mid-market | Enterprise | **Final Priority** | Rationale |
-|---|---------|:---:|:----------:|:----------:|:------------------:|-----------|
-| 5 | Manager inline edit | Must | Must | Must | **MUST-HAVE** | Universal table stakes |
-| 13 | Per-meeting toggle | Must | Must | Must | **MUST-HAVE** | Privacy across all |
-| 14 | Data retention controls | Must | Must | Must | **MUST-HAVE** | Privacy + compliance |
-| 9 | Calendar integration | Perf | Must | Must | **MUST-HAVE** (mid+) | Blocker at mid-market+ |
-| 12 | SSO SAML | Indiff | Must | Must | **MUST-HAVE** (mid+) | Enterprise contract requirement |
-| 15 | Audit log | Indiff | Indiff | Must | **MUST-HAVE** (enterprise) | SOC 2 compliance |
-| 8 | Quarterly export | Indiff | Must | Must | **MUST-HAVE** (mid+) | VP HR reporting |
-| 4 | Action items reminders | Delight | Perf | Must | **MUST-HAVE** (enterprise), **PERFORMANCE** (mid) | Varies by segment — ship in MVP |
-| 2 | Auto-generated summary | Perf | Perf | Perf | **PERFORMANCE** | Core feature, competitive axis |
-| 3 | Auto-extracted action items | Perf | Perf | Perf | **PERFORMANCE** | Core feature |
-| 6 | Aggregate dashboard | Indiff | Perf | Perf | **PERFORMANCE** (mid+ tier) | Expansion driver |
-| 1 | Real-time transcription | Delight | Perf | Perf | **PERFORMANCE** (mid+), **DELIGHTER** (SMB) | Entry point for SMB awe |
-| 7 | Manager health score | Indiff | Delight | Perf | **PERFORMANCE** (enterprise), **DELIGHTER** (mid) | Tier differentiator |
-| 11 | Zoom/Meet import | Indiff | Delight | Perf | **DELIGHTER** (mid) | Integration moat |
-| 10 | Slack notifications | Delight | Indiff | Indiff | **DELIGHTER** (SMB primary) | SMB-specific delight |
-| 16 | AI discussion prompts | Delight | Indiff | Indiff | **DELIGHTER** (SMB) | Novelty for SMB |
-| 18 | Meeting templates | Delight | Indiff | Indiff | **DELIGHTER** (SMB) | Onboarding aid |
-| 17 | Sentiment tracking | Reverse | Indiff | Indiff | **CUT** | Red flag for SMB! |
-
-### Portfolio Balance Check
-
-**MVP scope (Must-haves):**
-- Manager inline edit, Per-meeting toggle, Data retention controls (universal)
-- Calendar, SSO, Quarterly export (mid-market / enterprise)
-- Audit log (enterprise)
-- Action items reminders (tier-dependent)
-
-**Performance features (core competitive):**
-- Auto summary, auto action items extraction, Real-time transcription (mid+), Aggregate dashboard (mid+), Manager health score (enterprise)
-
-**Delighters (optional for MVP, for competitive differentiation and SMB love):**
-- Zoom/Meet import (mid-market) — pick 1-2
-- Slack notifications (SMB)
-- AI discussion prompts (SMB)
-
-**CUT:**
-- Sentiment tracking — Reverse in SMB segment, Indifferent in mid+ → drop from release
-- Consider post-launch research if enterprise requests appear later
-
-### Kano × RICE Integration
-
-| Feature | RICE score | Kano Adjustment | Final Priority |
-|---------|:----------:|:---------------:|:--------------:|
-| Auto summary | 64 | Performance × 1.0 = 64 | P0 |
-| Auto action items | 58 | Performance × 1.0 = 58 | P0 |
-| Inline edit | 35 | Must × 1.5 = 52 | P0 |
-| Privacy toggles | 30 | Must × 1.5 = 45 | P0 |
-| Calendar integration | 40 | Must (mid+) × 1.5 = 60 | P0 |
-| SSO SAML | 25 | Must (enterprise) × 1.5 = 37 | P0 |
-| Aggregate dashboard | 45 | Performance × 1.0 = 45 | P1 (mid+ tier) |
-| Zoom/Meet import | 20 | Delighter × 1.3 = 26 | P1 |
-| Sentiment tracking | 15 | Reverse × 0 = 0 | **CUT** |
-
-### Delighter Evolution Plan (12-24 months out)
-
-| Delighter (today) | → Performance (6-12 mo) | → Must-have (12-24 mo) |
-|-------------------|-------------------------|-------------------------|
-| Real-time transcription (SMB) | 3-6 mo (after competitors launch) | ~18 mo |
-| AI discussion prompts | 9-12 mo | ~24 mo |
-| Zoom/Meet import | 6-12 mo | ~18 mo |
-
-**Implications:**
-- Ship MVP with solid must-haves + 2-3 delighters = category leader perception
-- Roadmap 12-24 mo: add «next generation» delighters to avoid being table-stakes-locked (e.g., coaching insights, multi-meeting threads)
-
-### Final Recommendation for PM
-
-- **Ship MVP:** all universal Must-haves + Auto summary + Auto action items + Real-time transcription + (tier-gated) Aggregate dashboard + SSO/Audit for Enterprise
-- **Cut from MVP:** Sentiment tracking (Reverse signal), Manager health score (Delighter for mid, defer)
-- **Pricing architecture:** 
-  - **Core tier:** Auto summary, Auto actions, Real-time transcription, Privacy toggles
-  - **Team tier +$8/seat:** Calendar, Slack notifications, Quarterly export
-  - **Enterprise tier +$15/seat:** Aggregate dashboard, Manager health score, SSO, Audit log
-- **Delight SMB:** Ship Slack notifications + AI discussion prompts in MVP — low eng cost, big perceived value
-
-> **Kano lesson:** Per-segment analysis **changed scope**. Sentiment tracking was initially slated for MVP, but the survey revealed a **Reverse signal in the SMB segment** — SMB customers would **dislike** if it existed. Shipping it would have damaged NPS in the largest customer segment. Without the Kano survey, this would have launched and hurt.
-
-> **Tier design lesson:** Kano reflects buyer vs end-user value — SSO / Audit log Indifferent for SMB, but a contract blocker for Enterprise. Perfect signal for tiered pricing architecture.
+---
+name: kano-model
+description: Feature classification — must-have / performance / delighters / indifferent / reverse
+type: triggered
+domain: product
+owners:
+  - pm
+gates:
+  - PM
+tech: []
+topic: []
+triggers:
+  - kano-model
+  - kano
+  - модель Кано
+related: []
+budget_lines: 370
+schema_version: 1
+---
+# Kano Model
+
+> **Category:** Strategy  ·  **Slug:** `kano-model`
+
+## When to Use
+
+- When planning a release — checking feature balance.
+- When appraising feature requests from customers.
+- In competitive analysis — what makes the product magical vs table-stakes.
+- In Full Pipeline B (`/shape-prioritize`) — Kano as a filter for scope.
+
+## Input
+
+| Field | Required | Description |
+|-------|:--------:|-------------|
+| Feature set (existing + planned) | ✅ | List of features to classify |
+| Customer research | ✅ | For survey or inference |
+| Competitor feature map | ⬚ | What is table stakes in the category |
+
+## Data Sources
+
+1. Customer survey (Kano questionnaire — dual question format).
+2. Interviews — what enchants vs frustrates.
+3. Support tickets — what absence creates pain.
+4. Competitor analysis — baseline expectations.
+
+### Related Skills
+
+| Skill | What we take | When to invoke |
+|-------|-------------|----------------|
+| `jtbd-canvas` | Jobs → functional vs emotional impact | Before Kano |
+| `rice-scoring` | Score × Kano category = final priority | After Kano |
+| `product-roadmap` | Balance check | For roadmap validation |
+
+## Five Kano Categories
+
+| Category | When present | When absent | Strategy |
+|----------|-------------|-------------|----------|
+| **Must-have (Basic)** | Expected, not exciting | High dissatisfaction | Must include. Table stakes |
+| **Performance (Linear)** | Satisfaction grows proportionally | Dissatisfaction | Compete on this axis |
+| **Delighters (Excitement)** | Wow, unexpected | Not missed | Differentiators. A few per release |
+| **Indifferent** | Neutral | Neutral | Skip, don't spend effort |
+| **Reverse** | Dissatisfies (overwhelm) | Satisfies | Cut or make optional |
+
+## Protocol
+
+### Step 0 — Feature List
+
+Gather all features (existing + planned) into a single list. 10-30 features is optimal.
+
+### Step 1 — Classification Method
+
+Two methods:
+
+**A. Survey (gold standard)**
+
+For each feature — 2 questions:
+- Functional: «If feature X was present — how would you feel?» (1-5 from Dislike to Like)
+- Dysfunctional: «If feature X was NOT present — how would you feel?» (1-5)
+
+Matrix responses → Kano category.
+
+**B. Inference (quicker, less rigorous)**
+
+Team workshop: classify by intuition + evidence (tickets, interviews).
+
+### Step 2 — Kano Matrix
+
+```
+Dysfunctional (without feature)
+              Like  Neutral  Dislike
+Functional    ┌───────┬─────────┬──────────┐
+Like          │ Rev.  │ Delight │ Perform. │
+Neutral       │ Rev.  │ Indiff. │ Must     │
+Dislike       │ -     │ -       │ Must     │
+              └───────┴─────────┴──────────┘
+```
+
+### Step 3 — Classify Features
+
+| # | Feature | Func. score | Dysfunc. score | Kano Category |
+|---|---------|:-----------:|:--------------:|:-------------:|
+| 1 | SSO | Neutral | Dislike | **Must-have** |
+| 2 | Custom dashboards | Like | Dislike | **Performance** |
+| 3 | Voice commands | Like | Neutral | **Delighter** |
+| 4 | Avatar customization | Neutral | Neutral | **Indifferent** |
+
+### Step 4 — Portfolio Balance Check
+
+Healthy release:
+- **Must-haves:** all present (even if invisible). Without = release blocked.
+- **Performance:** 2-3 key ones we compete on.
+- **Delighters:** 1-3. More is not needed — overwhelm.
+- **Indifferent:** remove.
+- **Reverse:** cut or make optional.
+
+### Step 5 — Evolve Over Time
+
+Important: **Delighters become Performance → Must-have** over time.
+- iPhone camera: delighter (2007) → performance (2012) → must-have (2020)
+- SSO: delighter (2010) → performance (2016) → must-have in B2B (2022)
+
+Plan for each delighter: when it will become must-have → a new delighter is needed.
+
+### Step 6 — Segment Differences
+
+Different segments → different Kano classifications.
+- SMB: SSO = indifferent
+- Enterprise: SSO = must-have
+
+Per-segment analysis is required for B2B.
+
+### Step 7 — Kano × RICE
+
+Multiply RICE by Kano factor:
+- Must-have: if missing, feature is critical (RICE × 2)
+- Performance: standard (RICE × 1)
+- Delighter: boost for differentiation (RICE × 1.3)
+- Indifferent: cut (RICE × 0)
+- Reverse: negative (avoid)
+
+## Validation (Quality Gate)
+
+- [ ] 10-30 features classified
+- [ ] Method (survey or inference) is explicit
+- [ ] Per-segment analysis (SMB vs enterprise)
+- [ ] Portfolio balance: all must-haves ✅, 2-3 performance, 1-3 delighters
+- [ ] Indifferent features identified for cut
+- [ ] Delighter evolution plan
+- [ ] Kano × RICE integrated
+
+## Handoff
+
+The output is the input for:
+- **`product-roadmap`** — feature balance in Now/Next
+- **`rice-scoring`** — adjusted scores
+- **PM** → scope decisions
+- **Mediator** (Full B) — Build/Cut camp evidence
+
+Format: Kano classification table + portfolio chart. Via `$handoff`.
+
+## Anti-patterns
+
+| Error | Why it's bad | How to do it right |
+|-------|-------------|---------------------|
+| All delighters | No foundation + overwhelm | Must-haves required first |
+| No must-have check | Release blocked | Must-haves = foundation |
+| Indifferent shipped | Waste of effort | Cut early |
+| No segment split | B2B SMB ≠ Enterprise | Per-segment analysis |
+| Static Kano | Migration not accounted for | Plan delighter → must-have |
+| Survey N=5 | Not statistically meaningful | N ≥ 100 for survey |
+
+## Worked Example — TeamFlow Kano Survey (AI 1:1 Summarization release)
+
+**Context:** TeamFlow (B2B SaaS HR-tech, $8M ARR). After Discovery + OST + PRD draft — team is deliberating final scope for AI summarization release. 18 feature candidates reviewed. Goal: ship a strong MVP without overwhelm, with clear delighters for competitive differentiation.
+
+### Feature List (18 candidates)
+
+```
+CORE AI (from main initiative):
+1. Real-time transcription during 1:1
+2. Auto-generated summary (post-meeting)
+3. Auto-extracted action items
+4. Action items reminders (before next 1:1)
+5. Manager inline edit of summary
+
+BUYER DASHBOARD:
+6. Aggregate 1:1 cadence dashboard (org-level)
+7. Manager-level 1:1 health score
+8. Exportable quarterly report for Board
+
+INTEGRATIONS:
+9. Calendar integration (auto-pull 1:1 events)
+10. Slack notification integration
+11. Zoom / Google Meet recording import
+12. SSO (SAML) — required for enterprise
+
+PRIVACY / CONTROL:
+13. Per-meeting AI on/off toggle
+14. Data retention controls (30 / 90 / 365 days)
+15. Audit log (who accessed summaries)
+
+NICE-TO-HAVE:
+16. AI-suggested discussion prompts
+17. Sentiment tracking (aggregated, over time)
+18. Meeting template library
+```
+
+### Kano Survey Method
+
+Dual-question survey sent to **247 TeamFlow customers** (stratified sample: 140 SMB, 80 mid-market, 27 enterprise contacts). Response rate: 52% = 129 responses.
+
+**Question format per feature:**
+- **Functional:** «If TeamFlow HAD [feature], how would you feel?» (1 = Dislike, 5 = Like)
+- **Dysfunctional:** «If TeamFlow DIDN'T HAVE [feature], how would you feel?» (1 = Dislike, 5 = Like)
+
+### Classification Results (Per Segment)
+
+#### SMB segment (N=70)
+
+| # | Feature | Func. | Dysf. | Category |
+|---|---------|:-----:|:-----:|:--------:|
+| 1 | Real-time transcription | Like | Neutral | **Delighter** |
+| 2 | Auto-generated summary | Like | Dislike | **Performance** |
+| 3 | Auto-extracted action items | Like | Dislike | **Performance** |
+| 4 | Action items reminders | Like | Neutral | **Delighter** |
+| 5 | Manager inline edit | Neutral | Dislike | **Must-have** |
+| 6 | Aggregate dashboard | Neutral | Neutral | **Indifferent** (SMB don't need org-level) |
+| 7 | Manager health score | Neutral | Neutral | **Indifferent** |
+| 8 | Quarterly export | Neutral | Neutral | **Indifferent** |
+| 9 | Calendar integration | Like | Dislike | **Performance** |
+| 10 | Slack notifications | Like | Neutral | **Delighter** |
+| 11 | Zoom/Meet import | Neutral | Neutral | **Indifferent** |
+| 12 | SSO SAML | Neutral | Neutral | **Indifferent** (SMB use Google auth) |
+| 13 | Per-meeting toggle | Neutral | Dislike | **Must-have** |
+| 14 | Data retention controls | Neutral | Dislike | **Must-have** |
+| 15 | Audit log | Neutral | Neutral | **Indifferent** |
+| 16 | AI discussion prompts | Like | Neutral | **Delighter** |
+| 17 | Sentiment tracking | Neutral | Like | **Reverse** (SMB react negatively) |
+| 18 | Meeting templates | Like | Neutral | **Delighter** |
+
+#### Mid-market segment (N=45)
+
+| # | Feature | Func. | Dysf. | Category |
+|---|---------|:-----:|:-----:|:--------:|
+| 1 | Real-time transcription | Like | Dislike | **Performance** |
+| 2 | Auto-generated summary | Like | Dislike | **Performance** |
+| 3 | Auto-extracted action items | Like | Dislike | **Performance** |
+| 4 | Action items reminders | Like | Dislike | **Performance** |
+| 5 | Manager inline edit | Neutral | Dislike | **Must-have** |
+| 6 | Aggregate dashboard | Like | Dislike | **Performance** |
+| 7 | Manager health score | Like | Neutral | **Delighter** |
+| 8 | Quarterly export | Neutral | Dislike | **Must-have** |
+| 9 | Calendar integration | Neutral | Dislike | **Must-have** |
+| 10 | Slack notifications | Neutral | Neutral | **Indifferent** |
+| 11 | Zoom/Meet import | Like | Neutral | **Delighter** |
+| 12 | SSO SAML | Neutral | Dislike | **Must-have** |
+| 13 | Per-meeting toggle | Neutral | Dislike | **Must-have** |
+| 14 | Data retention controls | Neutral | Dislike | **Must-have** |
+| 15 | Audit log | Neutral | Neutral | **Indifferent** |
+| 16 | AI discussion prompts | Neutral | Neutral | **Indifferent** |
+| 17 | Sentiment tracking | Neutral | Neutral | **Indifferent** |
+| 18 | Meeting templates | Neutral | Neutral | **Indifferent** |
+
+#### Enterprise segment (N=14)
+
+| # | Feature | Func. | Dysf. | Category |
+|---|---------|:-----:|:-----:|:--------:|
+| 1 | Real-time transcription | Like | Dislike | **Performance** |
+| 2 | Auto-generated summary | Like | Dislike | **Performance** |
+| 3 | Auto-extracted action items | Like | Dislike | **Performance** |
+| 4 | Action items reminders | Neutral | Dislike | **Must-have** |
+| 5 | Manager inline edit | Neutral | Dislike | **Must-have** |
+| 6 | Aggregate dashboard | Like | Dislike | **Performance** (high value) |
+| 7 | Manager health score | Like | Dislike | **Performance** |
+| 8 | Quarterly export | Neutral | Dislike | **Must-have** |
+| 9 | Calendar integration | Neutral | Dislike | **Must-have** |
+| 10 | Slack notifications | Neutral | Neutral | **Indifferent** |
+| 11 | Zoom/Meet import | Like | Dislike | **Performance** |
+| 12 | SSO SAML | Neutral | Dislike | **Must-have** (contract requirement!) |
+| 13 | Per-meeting toggle | Neutral | Dislike | **Must-have** |
+| 14 | Data retention controls | Neutral | Dislike | **Must-have** |
+| 15 | Audit log | Neutral | Dislike | **Must-have** (compliance requirement!) |
+| 16 | AI discussion prompts | Neutral | Neutral | **Indifferent** |
+| 17 | Sentiment tracking | Neutral | Neutral | **Indifferent** |
+| 18 | Meeting templates | Neutral | Neutral | **Indifferent** |
+
+### Segment Reconciliation — final classification
+
+Using the rule «worst segment wins» (if a feature is Must-have for enterprise but Indifferent for SMB — treat as Must-have for Enterprise tier; for general release — high priority):
+
+| # | Feature | SMB | Mid-market | Enterprise | **Final Priority** | Rationale |
+|---|---------|:---:|:----------:|:----------:|:------------------:|-----------|
+| 5 | Manager inline edit | Must | Must | Must | **MUST-HAVE** | Universal table stakes |
+| 13 | Per-meeting toggle | Must | Must | Must | **MUST-HAVE** | Privacy across all |
+| 14 | Data retention controls | Must | Must | Must | **MUST-HAVE** | Privacy + compliance |
+| 9 | Calendar integration | Perf | Must | Must | **MUST-HAVE** (mid+) | Blocker at mid-market+ |
+| 12 | SSO SAML | Indiff | Must | Must | **MUST-HAVE** (mid+) | Enterprise contract requirement |
+| 15 | Audit log | Indiff | Indiff | Must | **MUST-HAVE** (enterprise) | SOC 2 compliance |
+| 8 | Quarterly export | Indiff | Must | Must | **MUST-HAVE** (mid+) | VP HR reporting |
+| 4 | Action items reminders | Delight | Perf | Must | **MUST-HAVE** (enterprise), **PERFORMANCE** (mid) | Varies by segment — ship in MVP |
+| 2 | Auto-generated summary | Perf | Perf | Perf | **PERFORMANCE** | Core feature, competitive axis |
+| 3 | Auto-extracted action items | Perf | Perf | Perf | **PERFORMANCE** | Core feature |
+| 6 | Aggregate dashboard | Indiff | Perf | Perf | **PERFORMANCE** (mid+ tier) | Expansion driver |
+| 1 | Real-time transcription | Delight | Perf | Perf | **PERFORMANCE** (mid+), **DELIGHTER** (SMB) | Entry point for SMB awe |
+| 7 | Manager health score | Indiff | Delight | Perf | **PERFORMANCE** (enterprise), **DELIGHTER** (mid) | Tier differentiator |
+| 11 | Zoom/Meet import | Indiff | Delight | Perf | **DELIGHTER** (mid) | Integration moat |
+| 10 | Slack notifications | Delight | Indiff | Indiff | **DELIGHTER** (SMB primary) | SMB-specific delight |
+| 16 | AI discussion prompts | Delight | Indiff | Indiff | **DELIGHTER** (SMB) | Novelty for SMB |
+| 18 | Meeting templates | Delight | Indiff | Indiff | **DELIGHTER** (SMB) | Onboarding aid |
+| 17 | Sentiment tracking | Reverse | Indiff | Indiff | **CUT** | Red flag for SMB! |
+
+### Portfolio Balance Check
+
+**MVP scope (Must-haves):**
+- Manager inline edit, Per-meeting toggle, Data retention controls (universal)
+- Calendar, SSO, Quarterly export (mid-market / enterprise)
+- Audit log (enterprise)
+- Action items reminders (tier-dependent)
+
+**Performance features (core competitive):**
+- Auto summary, auto action items extraction, Real-time transcription (mid+), Aggregate dashboard (mid+), Manager health score (enterprise)
+
+**Delighters (optional for MVP, for competitive differentiation and SMB love):**
+- Zoom/Meet import (mid-market) — pick 1-2
+- Slack notifications (SMB)
+- AI discussion prompts (SMB)
+
+**CUT:**
+- Sentiment tracking — Reverse in SMB segment, Indifferent in mid+ → drop from release
+- Consider post-launch research if enterprise requests appear later
+
+### Kano × RICE Integration
+
+| Feature | RICE score | Kano Adjustment | Final Priority |
+|---------|:----------:|:---------------:|:--------------:|
+| Auto summary | 64 | Performance × 1.0 = 64 | P0 |
+| Auto action items | 58 | Performance × 1.0 = 58 | P0 |
+| Inline edit | 35 | Must × 1.5 = 52 | P0 |
+| Privacy toggles | 30 | Must × 1.5 = 45 | P0 |
+| Calendar integration | 40 | Must (mid+) × 1.5 = 60 | P0 |
+| SSO SAML | 25 | Must (enterprise) × 1.5 = 37 | P0 |
+| Aggregate dashboard | 45 | Performance × 1.0 = 45 | P1 (mid+ tier) |
+| Zoom/Meet import | 20 | Delighter × 1.3 = 26 | P1 |
+| Sentiment tracking | 15 | Reverse × 0 = 0 | **CUT** |
+
+### Delighter Evolution Plan (12-24 months out)
+
+| Delighter (today) | → Performance (6-12 mo) | → Must-have (12-24 mo) |
+|-------------------|-------------------------|-------------------------|
+| Real-time transcription (SMB) | 3-6 mo (after competitors launch) | ~18 mo |
+| AI discussion prompts | 9-12 mo | ~24 mo |
+| Zoom/Meet import | 6-12 mo | ~18 mo |
+
+**Implications:**
+- Ship MVP with solid must-haves + 2-3 delighters = category leader perception
+- Roadmap 12-24 mo: add «next generation» delighters to avoid being table-stakes-locked (e.g., coaching insights, multi-meeting threads)
+
+### Final Recommendation for PM
+
+- **Ship MVP:** all universal Must-haves + Auto summary + Auto action items + Real-time transcription + (tier-gated) Aggregate dashboard + SSO/Audit for Enterprise
+- **Cut from MVP:** Sentiment tracking (Reverse signal), Manager health score (Delighter for mid, defer)
+- **Pricing architecture:** 
+  - **Core tier:** Auto summary, Auto actions, Real-time transcription, Privacy toggles
+  - **Team tier +$8/seat:** Calendar, Slack notifications, Quarterly export
+  - **Enterprise tier +$15/seat:** Aggregate dashboard, Manager health score, SSO, Audit log
+- **Delight SMB:** Ship Slack notifications + AI discussion prompts in MVP — low eng cost, big perceived value
+
+> **Kano lesson:** Per-segment analysis **changed scope**. Sentiment tracking was initially slated for MVP, but the survey revealed a **Reverse signal in the SMB segment** — SMB customers would **dislike** if it existed. Shipping it would have damaged NPS in the largest customer segment. Without the Kano survey, this would have launched and hurt.
+
+> **Tier design lesson:** Kano reflects buyer vs end-user value — SSO / Audit log Indifferent for SMB, but a contract blocker for Enterprise. Perfect signal for tiered pricing architecture.