Page 69 - BOSC-P
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The Message Flow – Value Hypothesis
Drivers What internal or external drivers are
Goals influencing or affecting your customers’
Obstacles (and stakeholder’s) overriding objectives?
Value
Proof What are your customers 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 would
they see if you helped them overcome these
challenges or realise the goals?
For whom have you helped solve a similar
problem? And what benefits/ROI did they
experience?
