Page 7 - BOS CSM
P. 7
The Message Flow – Outcome ‘Value Hypothesis’
Drivers What internal or external drivers are
influencing or affecting your customers’
(and stakeholder’s) overriding objectives?
Goals What are your customers goals in light of
Challenges 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 could
Proof they see if you helped them overcome these
challenges, i.e. what is the value of the
impact?
For whom have you helped solve a similar
problem? And what concrete benefits/ROI
did they experience?
