Build a Value Proposition for an Expansion Pilot
Create an expansion value proposition by mapping customer jobs, pains, gains, pain relievers, and gain creators.
A regional analytics add-on sounds promising, but the account team needs a pilot value proposition that a VP can approve. Value Proposition Canvas: customer job -> pain/gain -> pain reliever/gain creator -> proof The common trap is writing a pilot around what the feature does. That makes the customer evaluate software activity instead of business progress, and it leaves the champion without a defensible internal case. Customer job Regional managers need to run weekly coaching calls with accurate exception data. Start with the work the customer is trying to perform, not the dashboard. Pain Managers spend three hours preparing spreadsheets…
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