Tighten the Best-Fit Customer
Narrow a target segment enough that differentiated value becomes obvious.
Principle: Best-fit customer focus makes positioning more useful because it tells the hierarchy what to emphasize. The Move Separate possible buyers from urgent buyers. Possible buyers can use the product. Urgent buyers feel the job, dislike their current alternative, and value your differentiated capability enough to switch. Lead with them. Why It Works Generic messaging forces each buyer to translate. Best-fit messaging pre-translates for the people most likely to care. It also improves proof selection: the case study, metric, and demo moment should match the wedge rather than the average user. JTBD Check If the segment definition does not include…
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