Edmund Pendleton Mike Abbot Lindsey Mitchell Instructor - - PowerPoint PPT Presentation

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Nov 20, 2022 332 likes •524 views

Edmund Pendleton Mike Abbot Lindsey Mitchell Instructor Instructor Teaching Assistant Schedule Review Initial Guidelines Identify Primary Customer Segment (s) Segment Define Define Define Value Define the based on Jobs-to-be-

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Edmund Pendleton Instructor Mike Abbot Instructor Lindsey Mitchell Teaching Assistant

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Schedule Review

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Initial Guidelines

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Identify Primary Customer Segment (s)

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Define Value Proposition Segment based on Needs Define Metrics of Success Define “Jobs-to-be- Done” Define the Customer

Initial Focus

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Identify Key Roles in Purchase Decision

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Stakeholders within Customer Segment

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Primary Customer Segment / Sub-Segment

End User
Decision Maker
Payer
Influencer
Recommender
Saboteur

Customers are people. Identify and understand the stakeholders in an purchase decision.

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Different Customer Segments will have… different Stakeholders!

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Different Customer Segments will have… different Purchase/Implementation Decisions

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Value Propositions

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…describe the benefits your customers derive from your products or services.

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Different Customer Segments will have… different Value Propositions

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Different Stakeholders will also often have… different Value Propositions

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And you must understand all of them!

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