Your SlideShare is downloading. ×

Use Case & Product Differentiation

3,486

Published on

Read the full post at >> http://fourquadrant.com/use-case-and-product-differentiation/ …

Read the full post at >> http://fourquadrant.com/use-case-and-product-differentiation/

Use Case & Product Differentiation

Published in: Business
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
3,486
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
34
Comments
0
Likes
2
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Go to Market Strategy ! Use Case & Product Differentiation! Read the Full Article! ! CLICK HERE !
  • 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. 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. 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. Go to Market Strategy ! Use Case & Product Differentiation! Read the Full Article! ! CLICK HERE !

×