Align your team internally on how you create customer value…and what it’s worth.
Hypotheses
The 1st step in the DVP Method. Quickly align internal teams on how you think you create value. Alignment is always good…but this also helps prepare your team to listen to customers. Another side benefit…creating a database of existing value propositions that can be used as templates to think about new ones.
Value Stories
Each Hypothesis is backed up by a clean summary of the things you feel create differential value, who it helps at the customer, and how it helps the customer.
Quantification
Back up your value stories with the financial benefit to customers. Helpful in identifying the right metrics to manage and summarizing to a level that can be discussed with customers.
Make it as simple or complex as you and your customers require.
