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What Is The Value of A Value Proposition?: John Cusimano Siemens
What Is The Value of A Value Proposition?: John Cusimano Siemens
Agenda
Intro What is a value proposition? Why do I need one? A 10 step discovery process How do I test it?
Intro
One of the most misunderstood topics in marketing Most would say they have a general idea of what a VP is Most would say they have a VP
Examples:
Its the most technologically advanced and robust system on the market We improve communication and morale We offer training classes in a wide variety of areas My product was rated the best-in-class by leading authorities
Our clients grow their business, large or small, typically by a minimum of 30-50% over the previous year. They accomplish this without working 80 hour weeks and sacrificing their personal lives.
Success Formula
S = 2V + C + P S = prob of success V = VP C = marketing channel (amount of cost effective traffic) P = Presentation of your offer (funnel)
Value Proposition
A 10 Step Discovery Process
10 Step Process
1. Start with core competencies 2. Study your customers 3. Turn core competencies into values 4. Study the competition 5. Look at trends in your industry 6. Articulate or define the company vision 7. Identify one core value 8. Build a value chain 9. Articulate the value proposition 10. Test the value
Customer Intimacy
Quality relationships with customers Offer complete solutions
Operational Excellence
Excel at attributes such as price, quality, delivery, selection, availability, etc.
Reference: "The Discipline of Market Leaders", Michael Treacy and Fred Wiersema
References:
Jill Konrath, The Sideroad, www.sideroad.com In search of a value proposition, www.marketingexperiments.com