Disciplined Entrepreneurship, 2nd Edition

STEP 8Quantify the Value Proposition

In This Step, You Will:

• Determine how your product will benefit your target customer for what they care about most.
• Formulate a simple structure and calculate quantitative metrics (in most cases) to be able to communicate this value to the customer extremely efficiently and effectively.

The relentless march for specificity continues. The Quantified Value Proposition gives you a concrete understanding and a way to communicate the measurable benefits of your product.

Why This Step, and Why Now?

Customers will be much more likely to buy your product if the value it provides lines up with their highest priorities and is crystal clear. Now that you have defined the Persona's priorities (Step 5), and you have a Full Life Cycle Use Case (Step 6) and High‐Level Product Specification (Step 7), quantifying your product's value proposition is the missing step to validate that you can create significant value for your target customer.

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“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 demonstrates the measurable benefits your Persona ...