This is a system message 
This is a system message 
This is a system message 
This is a system message 
Please upgrade your plan for unlimited use
Please update your credit card for unlimited use
This project has reached the free plan limit.  Please contact the project owner to request they upgrade their plan.
KH
0%  |
 Grid Plan Board Edit Activity Coaching Edit Settings Edit Full Screen
More options
INTRO
X

Messaging Framework

Use Template
What is Value Positioning?
These are the things that the prospect is likely proactively looking for or needing.
These are generally revenue, cost, or risk related.
These are top-of-mind customer topics that exist even if Your Company doesn’t.
They could cause a buyer to re-allocate discretionary funds.
They support a value-based conversation (mutually exclusive, collectively exhaustive).

Value positioning structure:
- The Before Scenario, and the Negative Consequences of it.
- The After Scenario, and the Positive Business Outcomes from it.
- The Required Capabilities, and the Metrics to prove success.
- How Your Company Does It, and how we do it Better.
- Proof Points, such as customer references and case studies
- Discovery Questions, in order to determine what is driving the customer’s decision-making.
AUTHOR
Example Value Positioning
GitLab Value Positioning [example]

Value proposition.....[describe what we do and the value customers get from it in one line]

Looks like you're new here! Create a project to get started.
0%

Customer Personas

TL
Personas we sell to, ranked
Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%

Customer Challenges

TL
Identified pain
Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%

Value Pillar

TL
Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%
notes 
TL

Before

  • add here

Negative Consequences

  • add here

After

  • add here

Positive Business Outcomes

  • add here

Required Capabilities

  • add here

Metrics

  • add here

How We Do It

  • add here

Better

  • add here

Proof Points

  • add here

Customer References/Case Studies

  • add here

Industry Awards

  • add here

Analyst Reports/Studies

  • add here

Reports/Studies

  • add here

Discovery Questions

  • add here

After/Positive Business Outcomes

  • add here

Required Capabilities/Metrics

  • add here
notes
0%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%

Value Pillar

TL
Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%
notes 
TL

Before

  • add here

Negative Consequences

  • add here

After

  • add here

Positive Business Outcomes

  • add here

Required Capabilities

  • add here

Metrics

  • add here

How We Do It

  • add here

Better

  • add here

Proof Points

  • add here

Customer References/Case Studies

  • add here

Industry Awards

  • add here

Analyst Reports/Studies

  • add here

Reports/Studies

  • add here

Discovery Questions

  • add here

After/Positive Business Outcomes

  • add here

Required Capabilities/Metrics

  • add here
notes
0%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%

Value Pillar

TL
Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%
notes 
TL

Before

  • add here

Negative Consequences

  • add here

After

  • add here

Positive Business Outcomes

  • add here

Required Capabilities

  • add here

Metrics

  • add here

How We Do It

  • add here

Better

  • add here

Proof Points

  • add here

Customer References/Case Studies

  • add here

Industry Awards

  • add here

Analyst Reports/Studies

  • add here

Reports/Studies

  • add here

Discovery Questions

  • add here

After/Positive Business Outcomes

  • add here

Required Capabilities/Metrics

  • add here
notes
0%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%

Differentiators

TL
Defensible Differentiators
Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
0%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
%

New

Close
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
%
 
notes
notes
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Enjoy your test drive.  Start a 7 day free trial for unlimited use.You can add 4 more items before upgrading.
COPYRIGHT © 2019 SWOT Analysis LLC
Activity
Projects
Templates
Workspaces