WHY IS A WELL-CONSTRUCTED VALUE PROPOSITION SO IMPORTANT?

Establish the foundation of the business case for the project by identifying target customers, the problems you solve for them, and how your solution is different than others that are available.
Accelerate product development by focusing effort on features that deliver the most value to the customer.

Ultimately, a well-constructed value proposition will help you build a better business case, achieve sales goals more quickly, and improve return-on-investment.

WHY DO B2B COMPANIES STRUGGLE WITH THE VALUE PROPOSITION?

Development of a strong value proposition requires time and customer interaction dedicated to this activity. B2B companies often lack the tools and resources to fully develop a sound value proposition, which results in frustration and extended timelines.

Time with customers must be spent listening and learning, not selling. Salespeople focused on selling products and providing immediate answers often struggle with this.

The tools, techniques, and skill sets needed to develop a value proposition in B2B are different than B2C. Industrial Market Insight can train your team or provide experienced resources to develop value propositions for your projects.

HOW CAN MY COMPANY IMPROVE ITS ABILITY TO DEVELOP COMPELLING VALUE PROPOSITIONS?

Industrial Market Insight has identified five dimensions of the value proposition, each of which must be done well in order for a new product to be successful.

5 Dimensions of the Value Proposition

Structure
Targeting
Identifing significant benefits
Quantifying Benefits
Differentiating Solutions

MY COMPANY STRUGGLES TO DEVELOP STRONG VALUE PROPOSITIONS FOR NEW PRODUCTS. IS THIS UNIQUE?

In fact, the most pressing concern of B2B marketing managers is the quality of their value propositions. The results of an Industrial Market Insight survey, explained in the video on the right, indicate “Value Proposition Development” was the most significant unmet need for B2B marketers.