In an opportunity solution tree, opportunities and solutions serve different but interconnected roles. Opportunities reflect the underlying needs or pain points of your customers, while solutions are the specific ways to address those needs.

Let’s break it down with different examples:

• Opportunities: I feel stressed after a long day.
• Solutions: Attend a yoga class to relax.

Opportunities are open-ended and can be solved in many different ways. For example, feeling stressed can be addressed by yoga, meditation, or even going for a walk. But a solution is a specific, actionable way to meet the opportunity.^[1]