Disciplined Entrepreneurship: 24 Steps to a Successful Startup

STEP 8

Quantify the Value Proposition

IN THIS STEP, YOU WILL:

• Determine how the benefits of your product turn into value that the customer gets out of your product.
• Calculate quantitative metrics (in most cases) to show this value to the customer.

The relentless march for specificity continues. The Quantified Value Proposition gives you a concrete understanding of the measureable benefits your product will bring to your target customers.

“When you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot measure it … your knowledge is of a meager and unsatisfactory kind.”

—Lord Kelvin

Your Quantified Value Proposition converts the benefits your Persona gets from your product into a tangible metric that aligns with the Persona's top priority, or in some cases priorities.

Products often have a large number of benefits. For instance, your product may help a customer simplify a process or reduce their environmental impact, or ...