Customer Value

Chandra S. Mishra
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Chandra S. Mishra: Florida Atlantic University

Chapter Chapter Two in Getting Funded, 2015, pp 31-54 from Palgrave Macmillan

Abstract: Abstract A framework is offered to analyze the customer’s experience with the product to identify customer pain points. The customer value design involves an analysis of the customer pain points and the competitors’ weaknesses, and then selecting the target customers and a set of resonate-focused value propositions in order to lower the barriers to market entry and minimize the inherent resistance from competitors. The opportunity scores are used to rank potential customer-value creation o pportunities, based not only on how important a value creation opportunity is to the customer, but also on the level of customer dissatisfaction with the existing products. The customer value propositions can be further disaggregated into three basic elements, the content, the context, and the enabling infrastructure; then these three elements can be reconstructed and re-aggregated to create a more powerful customer value offering. The customer value offering links the customer pain point to the product’s capabilities relative to the competitors’ weaknesses.

Keywords: Customer Segment; Complementary Product; Buyer Group; Product Offering; Differentiation Opportunity (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-38450-8_2

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DOI: 10.1057/9781137384508_2

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