Client Question: How can I get information to determine the resonating focus of a value proposition? Answer: Getting a really good understanding of customer needs requires some market research, and that can be hard for companies selling to businesses that have a limited pool of actual and potential customers. If the segments you want to […]
We recently asked a project team to describe the value proposition for their new product. From the broad range of responses we received, it was obvious that team members differed substantially in their definition of what constitutes a value proposition. This seemed to reflect variations in the term’s common usage, which at one end […]
