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Customer Results-Focused Value Proposition
Group:
Customer Understanding
Type:
Foundation
Capability
Customer results are the basis of our value propositions.
Description
The results achieved by customers are central to the way we define our value proposition(s).
The value proposition establishes the key customer use case(s) and valued results our customers achieve with our product(s).
Typically, one or two value propositions are the primary driver of new sales and retention decisions.
Value propositions are the result of a deep study of successful customers.
Key Frameworks
Outside-in Customer Lifecycle, Customer Value Proposition Framework
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