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Value Positioning

Put yourself in the customer's shoes. Where are they in their journey?

  • Walk their journey with them, observing emotional triggers and quantifying estimates where value is lost.
  • Convert stories into worksheets linking back to the transcribed conversation.
  • Proportion stories to ledgers as appropriate
  • Link aggregated stories to a cashflow forecast for each ledger item.
  • Allocate specific revenue streams to a dedicated ledger
  • Proportion feature benefits to a revenue stream
  • Proportion waste eliminating tasks to expense ledgers
  • Proportion sustaining expenses

Quantify​

Link JTBD improvement stories to potential progress in value ledger and belief system.

  • Lost opportunity
  • Lost time
  • Cost of errors

Demand​

  • Addressing Pain or Performance
  • Time horizon? Urgent or Future
  • Who cares the most?

Reward​

  • What is the DCF on a feature idea?
  • Do you have the resources?
  • Do you have the hunger?

Attachments​

What is the most important question you could ask yourself to make progress?