In new solution development, Customer Benefit Analysis is used to:
- Identify the most promising ideas.
- Guide development to create profitable solutions by focusing on features that create the most value.
- Create marketing and sales materials that promote the benefits customers will receive.
After the solution is launched, Customer Benefit Analysis helps organizations:
- Prioritize new features and feature enhancements.
- Adjust pricing and packaging choices to enhance profitability
- Respond to competitive threats
Customer Benefit Analysis has a positive impact on the entire organization – everyone can see how their work helps customers succeed!
How does a Customer Benefit Analysis Engagement work?
While every engagement is tailored to your needs, a Customer Benefit Analysis engagement will typically include one or more of the following activities:
- Identifying the customer segments your targeting
- Developing Benefit Cards that capture tangible and intangible benefits
- Organizing Benefit Cards into a Value System
- Establishing patterns of minimum value
- Identifying when a solution may be providing ‘too much’ value
- Categorizing direct and indirect benefits on a segment basis
- Developing a Solution Benefit Map to help define packages and bundles
- Conducting market research to identify which features are needed to create the desired benefits
We’ll help you determine the specific mix of activities based on your needs.
Where can I learn more?
Customer Benefit Analysis is introduced and detailed in Software Profit Streams: A Guide to Designing a Sustainably Profitable Business the Amazon Bestselling book by Jason Tanner & Luke Hohmann. Learn more about the book, the Profit Stream Canvas, and how you can increase profit at any stage of the solution lifecycle through Solution Profitability Management.