How to spot a real value proposition

How to spot a real value proposition

1. Value proposition

   • Gained acceptance when it became part of the "Balanced Scorecard Collaborative"
   • State the measurable value or tangible customer benefits
   • Methodology used to achieve the value proposition

2. Value?

   • In business is very important to be able to demonstrate the value of a product, service or solution
   • Worth is usefulness or importance to the possessor, utility or merit

3. There are no bodies that regulate tu use of V.P.

4. Featured as a component of a sales and marketing strategy in various ways:

   • White papers
   • Arvertisements
   • Case studies

5. Is a significant juncture aligning management, strategy, marketing and sales.

   • Customer focus is critical to successful performance

6. This value propositions are not simply related to product, functions or "bells and whistles"

7. Literature associated

   • Michael Lanning
     • "Value delivery systems"
     • Model: "Delivery profitable value"
   • Michael Tracy and Fred Wiersema
     • "Value disciplines"
     • Illustrated a discipline that demonstrated one of the 3 value approaches
     • Described the 3 approaches
       • Operational excellence
       • Customer intimacy focused firms
       • Product leadership