Published: 20 September 2022
Value assessment tools are viewed by buyers as one of the most helpful formats in making the case to shortlist a vendor; but are often not a priority in product launch planning. Product leaders need to enable buyers and sellers with tools that size and scope the business impact of their offerings.
Technology buyers are often required to create a formal business case to complete a purchase.
Most product value propositions focus on features and functionality, and do not concisely convey how much business value customers will obtain from the offering.
A common reason buyers fail to complete a technology solution purchase is that the business and/or technical risks are deemed too high.
Product leaders contributing content that communicates product value during product introduction should:
Enable buyers to create an internal business case that shows the potential business impact and outcomes of the offering by aligning product information to buying tasks.
Enable buyers with
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