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value proposition
Sourced From: engr.colostate.edu

In the absence of customer value propositions, companies are

walking blindly in the marketplace.

Lurking behind the lack of customer value proposition is the real

issue – most businesses lack a deep understanding of their target

user. They don’t know how that user works and behaves.

Businesses don’t perceive the challenges that user faces each day.

Time frame:

Identifies the period of time in which the value proposition will be delivered.

Intended Customer:

A customer value proposition is specific to a key target user

Some products may have more than one key target user. In

those cases, a customer value proposition should be developed for

each key target user.

Next best alternative

The value experiences detailed in the customer value proposition

compare the expected use of your product with the next best

alternative for the key target user.

The wonderful thing about selecting the next best alternative is

that the entire organization gets a realistic view of how their

product will fare against their most daunting competition.

Value Experiences

-Benefit experiences: the set of events that deliver positive value to the key target user when compared with the next best alternative.

-Parity experiences: the set of events that deliver equal value to the key target user when compared with the next best alternative.

- Trade-off experiences: the set of events that deliver negative value to the key target user when compared with the next best alternative.

Value Quantification