Page 27 - BOSC-P Telstra

The Message Flow – Value ‘H

Drivers What internal or external drivers are
Goals influencing or affecting your
customers’ (and stakeholder’s)
Challenges strategy?

What are your customer’s goals in
light of these internal or external
drivers?
And what are their KPIs / success
measures?

What obstacles are preventing them
or making it difficult for them to
achieve these goals and KPIs?

Value What tangible or intangible benefits
Proof could they see if you helped them
overcome these challenges, i.e. what
are the business outcomes related to
the goals & KPIs?

For whom have you helped solve a
similar problem? And what confirmed
benefits/ROI did they experience?

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