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Disciplined Entrepreneurship Workbook by Bill Aulet

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STEP 8Quantify the Value Proposition

WHAT IS STEP 8, QUANTIFY THE VALUE PROPOSITION?

In as concrete and concise a way as possible, summarize the value your product will create for the targeted end user.

WHY DO WE DO THIS STEP, AND WHY DO WE DO IT NOW?

Customers will be much more likely to buy your product if the value it provides lines up with their highest priorities. Now that you have defined the Persona’s priorities, and you have a Full Life Cycle Use Case and High-Level Product Specification, quantifying your product’s value proposition is the missing step to validate that you are headed in the right direction and that your product is in line with the customer’s needs.

Diagram shows one man shouting on loudspeaker as superfantastic!!! Awesome!!! Soooo much better than anyone else, other man says I wonder why this isn't working, and woman says Simple.

The Quantified Value Proposition makes crystal clear what benefits you bring to the customer.

PROCESS GUIDE

Start by taking your Persona’s #1 priority from the Persona Profile worksheet. Talk with the Persona about how to measure that priority quantitatively, and what units to measure it in. For instance, if your Persona’s top priority is saving money, then your value proposition will likely be expressed as dollars, or dollars per time period (such as dollars saved over the course ...

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