Quantifying Value: ROI Calculators That Convert
Turn abstract value into concrete numbers buyers can trust. Use clear inputs and decision metrics…
Blue Ocean Thinking for New Propositions
Use Blue Ocean tools to escape head‑to‑head fights. Apply strategy canvas and the ERRC grid to…
Feature vs. Benefit: Translating Tech to Value
Turn specs into outcomes that customers actually value. Practice translating features into benefits…
Differentiation vs. Parity: Finding the Edge
Know the difference between table‑stakes parity and true points of difference. Learn how to sequence…
Crafting a One-Sentence Value Promise
Condense your differentiation into a single, concrete promise that names the audience, outcome, and…
Mapping Pains, Gains and Relievers
Test how well your value map addresses the customer's profile of jobs, pains, and gains.…
Pinpointing the Job-to-Be-Done
Identify the real progress your customer is trying to make, not just the features they request. Use…
Versioning Digital Products for Willingness to Pay
Probe how feature gating and option structure steer self‑selection by willingness to pay. Use…
Peak-End Rule in Service Billing
Explore how customers judge payment pain by the most intense moment and how it ends. Apply billing…
Perceived Value vs. Production Cost
Test how price perception is shaped by benefits, alternatives, and context rather than the factory…
