Read the full post at >> http://fourquadrant.com/use-case-and-product-differentiation/ Use Case & Product Differentiation

1. Go to Market Strategy !
Use Case & Product Differentiation!
Read the Full Article!
!
CLICK HERE
!

2. Business Problem, Value,
Differentiation!
Ø First, there needs to be a thorough
understanding of the business
problem and environment. !
Ø Second, there needs to be a value
driver. !
Ø Third, document how the product or
solution is different. This is not a list of
feature and functions created
internally and blessed with internal
feedback.!

3. Product Differentiation!
!
Comparative – several competitors
have addressed a challenge with
different approaches and the merits of
each approach can be debated.!
Holistic – an organization’s partner
ecosystem provides the differentiation
by building out a complete solution.!
Unique – the thing or things that your
organization does that no other
organization does.!

4. Defining the Use Case!
Ø What is the business problem (use
case)?!
Ø Why is this important to a business?!
Ø What are the financial consequences
of not addressing the problem?!
Ø What are the financial gains of
!
addressing the problem?!
Ø Who would likely be making a
purchase decision?!
Ø What would motivate and organization
to take action?!
Ø Why does one’s organization solve this
problem better than anyone else?!
Ø Which customer behavior would have
to change to adopt one’s solution?!
Ø How would one’s organization
facilitate changing customer
behavior?!
Ø What proof points would be required,
in a customer’s mind, to validate the
solution?!
!
Ø What are the required capabilities in
the product or solution?!
Ø What are the questions that should be
asked of a customer to understand
whether this product or solution would
provide the perceived value?!
Ø Under what circumstances should a
salesperson walk away from a
prospect?!

5. Go to Market Strategy !
Use Case & Product Differentiation!
Read the Full Article!
!
CLICK HERE
!