Page 516 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com

Illustrations, Storyboards, and Scenarios

Share illustrations, storyboards, and scenarios related to your value proposition
ideas with your potential customers to learn what really matters to them. These
types of Illustrations are quick and cheap to produce and make even the most
complex value propositions tangible.

Tips

In a business-to-business (B2B) context think of value propositions for each
important customer segment, such as users, budget owners, decision
makers, and so on.

For existing organizations, make sure to include customer-facing staff in the
process, notably to get buy-in and gain access to customers to present the
illustrations.

Complement the illustrations with mock data sheets, brochures, or videos to
make your ideas even more tangible.

Run A/B tests with slightly different scenarios to capture which variations
get most traction.

Four or five meetings per customer segment are typically sufficient to
generate meaningful feedback.

Leverage the customer relationship and repeat the process later on with
more sophisticated prototypes.

Process adapted from Christian Doll, bicdo.de.