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Growth-Powered
Equity Value Creation

We work with your Executive Team and your Board of Directors to accelerate your growth and generate superior equity returns. Our value creation process focuses your product, marketing and sales teams on your customers’ unmet needs. And combined with our Software and Training, we generate improvements to the critical metrics that drive an increase in your valuation multiple to create equity value faster and with less risk.

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Growth-Powered Executive Services
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We Align Your Board of Directors 
and Executives without PowerPoint

Combined with our Software, our value creation process helps you deliver the critical growth-powered equity metrics to your Board of Directors without wasting time creating PowerPoint presentations. Your growth strategy, target customer segment, unmet customer needs, market sizing, product roadmap, customer value, marketing messages, sales tactics, and competitive analysis are all easily presentable in our Software. We ensure that your Executives, your Board of Directors and your product, marketing, and sales teams all stay aligned to beat your competition and win in your market.

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We Align Your Board of Directors and Executives without PowerPoint

We Partner with Your Teams

We execute our equity value creation process in partnership with your teams. We start by generating the critical customer and market insights to build the optimal growth strategy in your market. We ensure that your Executive Team and your Board of Directors agree on the optimal growth strategy and the accelerated growth and equity value it can generate. We then use our Software and Training in partnership with your teams to optimize your marketing messages, improve your sales messaging and lead scoring, and prioritize your product roadmap to drive accelerated growth and create superior equity returns.

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We Partner with Your Teams

We Identify Customer Needs to 
Target For Your Growth

Satisfying customer needs better than your competitors is the key to growth-powered equity value creation. Your customers don’t want your product, they want to get their job done. Your customers' struggle to get their job done is what causes them to make a purchase. In our value creation process, we identify every step and need in your customers’ Job-to-be-Done. Your team will have a precise and measurable understanding of how your customers struggle to get their job done. We structure each customer need with an action and a variable that are independent of any technology, product or solution. This gives your teams stable, measurable and actionable targets to hit, and it aligns your product, marketing and sales team on your customers' unmet needs.

Customer Needs
These are the critical executive decisions we help you and your team make:
  1. Determine your growth goals to create equity value.
  2. Define your target customer. Learn how we define customers.
  3. Define your target market. Learn how we define markets.
  4. Identify your customer’s needs. Learn how we define customer needs.
  5. Gain agreement on your customer’s needs with your team.
We gather the following data and evidence to align your team on your customer’s needs:
  1. Our database of customer jobs-to-be-done.
  2. Your team’s understanding of customer needs in your market.
  3. Your company’s existing research that is relevant to your customer’s job.
  4. Industry literature relevant to your customer and their job.
  5. Interviews with your customers about their job-to-be-done.
  6. Interviews with potential customers in the market about the job-to-be-done.
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We Identify and Size Market Opportunities
to Target For Your Growth

In our value creation process, we use the quantitative tools in our Software to prioritize unmet customer needs and size the underserved segment of customers to target in your market. Our analysis identifies the customers who struggle with the job the most and who are willing to pay for a solution to get the job done faster and more accurately. We size your underserved customer segment using their willingness to pay to get their job done rather than the price of current products in the market. This is a more accurate way to identify a growth opportunity to target. And it mitigates the risk of investing in new product development that fails to deliver growth and destroys equity value.

Market Opportunities
These are the critical executive decisions we help you and your team make:
  1. Identify unmet customer needs to target for growth. Learn how we define unmet needs.
  2. Identify the size of the market to target for growth. Learn how we size markets.
  3. Identify an underserved customer segment to target for growth. Learn how we identify segments.
  4. Identify the size of the underserved segment to target for growth.
We gather the following data and evidence to align your team on your customer’s needs:
  1. Quantitative customer effort scores that measure your customers’ struggles with the job.
  2. Your target customers’ willingness to pay to get the job done faster and more accurately.
  3. Your target customers’ cost to get the job done today with existing solutions.
  4. The number of critical customers (job beneficiaries) in the market.
  5. Customer segments based on customer profiles.
  6. Customer segments based on quantitative customer effort scores.
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We Determine the Optimal Strategies 
For Your Growth

Your Executives, Board of Directors and product, marketing and sales teams should all know and be able to explain your growth strategy. A growth strategy is your choice of customer, Job-to-be-Done, and unmet needs to target. We start by identifying the optimal growth strategy for your current product by identifying the customer needs your product currently satisfies. And we identify the optimal growth strategy for your product roadmap by identifying unmet customer needs that will accelerate your growth and create equity value. Our Software ensures that all of your critical stakeholders are in agreement with your growth strategy, and it keeps your product, marketing, and sales teams coordinated and aligned with your customers. All without wasting time creating and reviewing PowerPoint presentations.

Optimal Strategies
These are the critical executive decisions we help you and your team make:
  1. Determine the market share required to meet your growth goals.
  2. Determine the optimal growth strategy for your current product.
  3. Determine the optimal growth strategy for your product roadmap.
  4. Determine the likelihood your roadmap will accelerate your growth.
We gather the following data and evidence to determine the optimal growth strategy:
  1. Your current growth rate and resulting valuation multiple.
  2. Your target growth rate and likely resulting valuation multiple increase.
  3. The unmet needs in the target segment of underserved customers.
  4. The size of the target segment of underserved customers.
  5. The required market share of the target segment to accelerate your growth.

Learn how we create growth strategies

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We Identify Your Current Product’s
Customer Value

Our value creation process helps your team drive accelerated growth in the first 30 days. We identify the needs that your current product satisfies in your customer’s Job-to-be-Done. And our Software enables us to quantify how fast and accurately your current product’s features satisfy customer needs. This establishes the customer value your current product delivers and enables us to improve your marketing messages, your sales lead scoring, and your sales messages. Understanding the value of your current product using your customers' job-to-be-done identifies the customers who are more likely to purchase. 

Customer Value
These are the critical executive decisions we help you and your team make:
  1. Determine which needs your current product features satisfy.
  2. Determine the customer value of your current product features.
  3. Determine the messages your team uses to market your current product.
  4. Determine the messages your team uses to sell your current product.
We gather the following data and evidence  to determine your existing product’s customer value:
  1. Using the features in your products to satisfy needs.
  2. Your team's understanding of how your products satisfy needs.
  3. Your marketing materials.
  4. Third party reviews of your products.
  5. Forum discussions of your products.
  6. Interviews with your customers.

Learn how we define customer value

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We Identify Your Competitor’s Weakness

Beating your competition is critical to growth-powered equity value creation. In our value creation process, we identify the needs that your competitor’s product satisfies in your customer’s Job-to-be-Done. And our Software enables us to quantify how fast and accurately your competitor’s features satisfy customer needs. This establishes the customer value your competitor’s product delivers and enables us to identify weaknesses in your competitors that your product, marketing, and sales teams can exploit to take market share, accelerate your growth, and generate superior equity returns.

Your Competitors Customer Value
These are the critical executive decisions we help you and your team make:
  1. Determine which needs your competitor’s product features satisfy.
  2. Determine the customer value of your competitor’s product features.
  3. Determine the messages your competitors use to market their product.
  4. Determine the messages your competitors use to sell their product.
We gather the following data and evidence to determine your competitor’s customer value:
  1. Using the features in competitor products to satisfy needs.
  2. Competitor marketing materials.
  3. Third party reviews of your competitors'.
  4. Forum discussions of your competitors' products.
  5. Interviews with competitors' customers.
  6. Interviews with subject matter experts.

Learn how we identify competitor weakness

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We Optimize Your Marketing Messages For Growth

In our value creation process, we use our Software to analyze your current product’s customer value and the customer needs it satisfies. This enables us to work with your team to optimize your marketing messages for growth. We identify the optimal position for your current product in the market and create marketing messages with your team that explain how fast and accurately your current product gets your customer’s job done. This improves the critical marketing metrics that generate equity value: increased qualified leads and decreased cost per lead. We use the same method to identify the optimal position and marketing messages for your roadmap features.

Marketing Messages
These are the critical executive decisions we help you and your team make:
  1. Determine your baseline critical marketing metrics.
  2. Determine which needs your existing marketing messages target.
  3. Determine which new marketing messages to target unmet customer needs.
  4. Gain agreement on the marketing messages with executives.
We gather the following data and evidence to optimize your marketing messages: 
  1. Your current cost per lead.
  2. Your current lead conversion rate.

Learn how we identify the optimal market position

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We Optimize Your Sales Messaging and Lead
Scoring
For Growth

In the first 30 days in our value creation process, we use our Software to analyze your current product’s customer value and the customer needs it satisfies. This helps your sales team score your new customer leads and create sales messages and tactics focused on how your current product gets the job done faster and more accurately than your competitors. This improves the efficiency of your sales team by identifying which customer leads are most likely to buy your current product. This improves the critical sales metrics that generate equity value: increased close rate of new deals, and decreased the time to close new deals. We use the same method to identify the optimal sales lead scoring, sales messaging, and sales tactics for your roadmap features before you build and launch.

Sales Messaging and Lead Scoring
These are the critical executive decisions we help you and your team make:
  1. Determine your baseline critical sales metrics.
  2. Analyze your existing sales messages to determine which needs they target.
  3. Define lead qualification criteria and scoring using the needs you satisfy.
  4. Create new sales messages to target unmet customer needs.
  5. Gain agreement on the sales messages with executives.
We gather the following data and evidence to optimize your sales messages and lead scoring:
  1. The customer job-to-be-done your products target.
  2. Customer quotes about their unmet needs in the job.
  3. Your existing sales messaging.
  4. Your lead scoring process.

Learn how we create targeted messages

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We Prioritize Your Roadmap Features To
Accelerate Growth

In our value creation process, we use our Software to determine the revenue growth your product roadmap will generate. This is critical to de-risking your investment in new product development and ensuring that your roadmap generates accelerated revenue growth and superior equity returns . We work collaboratively with your team to ensure that your roadmap features target your optimal growth strategy. We ensure that your product, marketing and sales teams are all aligned and focused on your customer’s unmet needs when building your product roadmap to generate growth.

Production-Roadmapping
These are the critical executive decisions we help you and your team make:
  1. Determine if existing roadmap feature ideas satisfy unmet needs.
  2. Generate new roadmap feature ideas to satisfy unmet needs.
  3. Determine the customer value of the roadmap features.
  4. Determine the projected revenue from the roadmap features.
We gather the following data and evidence to prioritize your roadmap features for growth:
  1. The number of job beneficiaries in your market.
  2. The customer job-to-be-done to target.
  3. The unmet customer needs in the job-to-be-done.
  4. The size of the underserved customer segment to target.
  5. Customer quotes about their struggle to get their job done.

Learn how we prioritize roadmaps for growth

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