Best Practice Report

Video: How To Find Your Value-For-Customer Sweet Spot

Use This Exercise To Find The Differentiating Blend Of Value Dimensions That Matches Your Target Customers’ Needs

March 30th, 2020
Maxie Schmidt, VP, Principal Analyst
Maxie Schmidt VP, Principal Analyst
Shar VanBoskirk, VP, Principal Analyst
Shar VanBoskirk VP, Principal Analyst
Su Doyle, Senior Analyst
Su Doyle Senior Analyst
KS
Kelley Spiridakis
With contributors:
Brian Mukasa , Harley Manning , Shayna Neuburg

Summary

Even if you think about “value for customer” the right way, you must still find the sweet spot in which you uniquely help your most important target customers create value. Find the right blend of value dimensions by asking: What value needs do your customers have? What value dimensions does your organization excel at? What value dimensions give you competitive advantage? Customer experience (CX) and marketing leaders who completed this exercise told us it’s particularly valuable to go through it with internal stakeholders and then compare results. To help you do that, this report for CX professionals includes a video, worksheet, and slide deck to guide you through an exercise.

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