Use customer jobs, pains, and gains to tailor value across user, technical, and executive stakeholders.
Three truths Users, IT, and the COO all care, but for different reasons. Value fit has to travel across the buying committee. Framework Jobs, pains, and gains by role Fit is strongest when each stakeholder can see their own job improved. Shortcut One generic ROI slide. The value story becomes coherent instead of generic. A value proposition is only persuasive when it fits the role hearing it. 01 Users 02 IT 03 Exec Daily pain Analysts spend 6 hours a week reconciling duplicate records.
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