Page 28 - BOS CSM
P. 28
The Message Flow – Value Hypothesis
Drivers What internal or external drivers are
Goals influencing or affecting your customers’
Obstacles (and stakeholder’s) strategy?
Value
Proof 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?
What tangible or intangible benefits 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?
