Page 75 - Enterprise Licence Agreement - ELA
P. 75
The Message Flow
Value Hypothesis
Drivers What internal or external drivers are
influencing or affecting your
customers overriding objectives?
Goals What are your customers goals in
light of these internal or external
drivers?
Problems What obstacles are preventing them
or making it difficult for them to
achieve their goals?
Value What tangible or intangible benefits
would they see if you helped them
eliminate these obstacles?
Proof For whom have you helped solve a
similar problem? What concrete
benefits/ROI did they see?
