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The Message Flow – Value
Drivers What internal or external drivers are
Goals influencing or affecting your custome
Problems (and stakeholder’s) overriding objecti
Value
Proof What are your customers goals in ligh
these internal or external drivers?
And what are their KPIs / success
measures?
What obstacles are preventing them o
making it difficult for them to achieve
goals and KPIs?
What tangible or intangible benefits w
they see if you helped them overcome
challenges, i.e. what is the value of th
impact?
For whom have you helped solve a si
problem? And what concrete benefits
did they experience?
