How to spot a real value proposition

How to spot a real value proposition

1. Featured as a component of a sales and marketing stratEgy in various ways:

   • Advertisements
   • white papers
   • case studies

2. There´re no bodies that regulate the use of V.P.

3. Value proposition

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

4. Literature associated

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

5. This value propositions aren´t simply related to product, functions or “bells and whistles“

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

   • Customer focus is critical to successful performance

7. Value?

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

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