Scrabble holding with tiles spelling Value.

A Framework for Understanding Value

Value is foundational

The Value of Understanding Value

  1. Provide a much better understanding of what is truly valuable from the perspective of customers, users and prospects
  2. Help create powerful and precise messaging and positioning
  3. Enable clear differentiation from competitors
  4. Create better pricing models that generate more revenue
  5. Make products that align with customer needs and are thus easier to sell

Getting Started

value: noun. The regard that something is held to deserve; the importance, worth, or usefulness of something.

Value lies in the mind of the receiver




Context is critical to understanding value

Paradox of Value

A Framework for Understanding Value

B2C Elements of Value

Bain B2C Elements of Value
  • Functional
  • Emotional
  • Life Changing
  • Social Impact

B2B Elements of Value

  • Table Stakes
  • Functional Value
  • Ease of Doing Business Value
  • Individual Value
  • Inspirational Value
  • Operational
  • Strategic
  • Access
  • Productivity
  • Relationship

Putting the Elements of Value into Action

  • What types of value does the company and/or product deliver to customers?
  • How does the company/product deliver that value?
  • How well do they deliver it?

External validation is critical

Want to try an online version?

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Saeed Khan

Saeed Khan

Product Consultant. Contact me for help in building great products, processes and people.