Download as PDF, PPTX
Uploaded byKTS Marketing Solutions
Customer value map
This document provides an overview of the Customer Value Map process used by the company to gain insights into customers' challenges, needs, and drivers. The process involves interviewing internal and external stakeholders at different levels, discerning key trends and highlights, identifying opportunities, scoring opportunities based on fit and feasibility, and providing recommendations and results aimed at growth and increased profitability through refined messaging, product improvements, new products/services, and new markets/channels. Customer Value Mapping can also provide visibility into customers' entire buying journey to better meet their needs at each step.
More Related Content
Customer value map
- 1. Marketing Solutions ThatDrive Results Our Customer Value Map provides insight into your customers’ challenges and drivers. Customer Below is an overview of the Customer Value Map process Value Map INTERNAL INTERVIEW HIGHLIGHTS AND OPPORTUNITIES SCORE RECOMMENDATIONS RESULTS What our clients STAKEHOLDERS CUSTOMERS TRENDS OPPORTUNITIES Interview internal Conduct interviews at Discern the highlights From the trends identify Each opportunity is scored Recommendations are When implemented, our are saying... stakeholders and define different levels: from interviews and distill opportunities for your based on 20+ criteria made based on the scoring recommendations can lead desired outcomes, Executives into trends. company. around Fit, Feasibility and of opportunities in the areas to growth and increased “quickly understood our deliverables and the Operations Staff Attractiveness. This of profitability. Deliverables needs and objectives… and measures that will Engineering Staff determines how well the Infrastructure include delivered actionable ensure success. Support Staff opportunity fits your Technology & Innovation Refined Messaging results” This provides a holistic view company at this time. Products & Services Product Refinements of customers’ challenges, Marketing Programs New Products & Services needs and drivers. New Markets & Channels “provided tangible insights and recommendations” “valuable assessments” Customer Value Mapping can also provide visibility of your customer’s buying journey. Focusing on the buyer’s journey and working to make their life (not yours) easier is truly a differentiator. UNTROUBLED ACKNOWLEDGE DEFINE NEED RECEIVE ORDERS RATIONALIZE SELECT FIRST ENGAGE Other Services & UNAWARE PAIN OFFERS CHOICE The seller will be Help them identify and Help define the need, Provide an offer that Help prepare and Make it easy for them to Ensure your offer can Include successful when they prioritize pain, build trust build consensus and trust meets the requirements, prioritize offers, build select your offer maximize their help customer build trust trust investment and deliver © 2009-2010 by KTS Marketing Solutions, LLC. All Rights Reserved. become aware results FIND WIN KEEP of their problem. Here is one example of a company who understood the buyer’s journey and added value at every step. WEBSITE, WHITE PAPERS AND SOLVE PART OF THEIR PROVIDE A PROPOSAL CONTINUE TO BE A DELIVER AS PROMISED TRADESHOWS & CASE STUDIES PROBLEM, FREE OF THAT MEETS THE VALUED CONSULTANT AND ON TIME ADVERTISEMENTS CHARGE! BUYER’S NEEDS Help the customer become Builds your credibility and Demonstrates your Careful with over-shooting Continue to provide valuable aware of their problem demonstrates expertise commitment to their success what is actually needed information KTS Marke ng Solu ons | 8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com