Go to Market Strategy !
Use Case & Product Differentiation!

Read the Full Article!
!
CLICK HERE
!
Business Problem, Value,
Differentiation!
Ø  First, there needs to be a thorough
understanding of the business
problem an...
Product Differentiation!
!

Comparative – several competitors
have addressed a challenge with
different approaches and the...
Defining the Use Case!
Ø  What is the business problem (use
case)?!
Ø  Why is this important to a business?!
Ø  What are...
Go to Market Strategy !
Use Case & Product Differentiation!

Read the Full Article!
!
CLICK HERE
!
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Use Case & Product Differentiation

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Use Case & Product Differentiation

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Transcript of "Use Case & Product Differentiation"

  1. 1. Go to Market Strategy ! Use Case & Product Differentiation! Read the Full Article! ! CLICK HERE !
  2. 2. Business Problem, Value, Differentiation! Ø  First, there needs to be a thorough understanding of the business problem and environment. ! Ø  Second, there needs to be a value driver. ! Ø  Third, document how the product or solution is different. This is not a list of feature and functions created internally and blessed with internal feedback.!
  3. 3. Product Differentiation! ! Comparative – several competitors have addressed a challenge with different approaches and the merits of each approach can be debated.! Holistic – an organization’s partner ecosystem provides the differentiation by building out a complete solution.! Unique – the thing or things that your organization does that no other organization does.!
  4. 4. Defining the Use Case! Ø  What is the business problem (use case)?! Ø  Why is this important to a business?! Ø  What are the financial consequences of not addressing the problem?! Ø  What are the financial gains of ! addressing the problem?! Ø  Who would likely be making a purchase decision?! Ø  What would motivate and organization to take action?! Ø  Why does one’s organization solve this problem better than anyone else?! Ø  Which customer behavior would have to change to adopt one’s solution?! Ø  How would one’s organization facilitate changing customer behavior?! Ø  What proof points would be required, in a customer’s mind, to validate the solution?! ! Ø  What are the required capabilities in the product or solution?! Ø  What are the questions that should be asked of a customer to understand whether this product or solution would provide the perceived value?! Ø  Under what circumstances should a salesperson walk away from a prospect?!
  5. 5. Go to Market Strategy ! Use Case & Product Differentiation! Read the Full Article! ! CLICK HERE !
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