Any strategic thinking about a business case provoces questions. Here's a complete list...
This set of questions will help you through the process of testing and validating your idea while building an effective Go-to-Market strategy for a B-to-B venture.
Product or Service Value Proposition:
• What pain does your product/service address?
• What is the profile of your ideal target customer (company)?
• What is the profile of your ideal target user (within the target company)?
• What is your technology?
• What is the application of this technology?
• What are some compelling use cases?
• What is your differentiated, must-have value proposition to this customer?
• Which market? Which segment? Why?
• How big is the market? Is it big enough? How do you expand, if not? Should you expand, or should you focus within a niche?
• What is the usage model of the product?
• How does the user currently solve the problem in question?
• Who is the buyer?
• How strong is the pain? Does the buyer care to solve the user’s pain?
• How do you prove your value? Pilot? Free trial for a month? Three months?
• How long does it take to prove value?
• Who is the competition, and how do you differentiate from them?
• What are the various classes of products in immediate and related categories?
• What, of those, compete directly with you?
• Which ones are likely to move into your space?
• How do your product features compare with the competition’s? Can you compete on the basis of functionality?
• How does your product pricing compare with the competition’s? Can you compete on the basis of price?
• How do customers and prospects view your offering, vis-à-vis competition? Do they see you as 1/10 the functionality? 1/5 the functionality? 300% the functionality?
• What value does the customer see?
• What are customers willing to pay for your solution? 1/10 the key competitor’s price? Same price? 200% the price?
• What price can you charge based on perceived value?
• What is the ROI for the customer? How long will it take to realize the ROI?
• Can you offer both better performance and lower price?
• Whom do you need to partner with to offer a full solution?
• How do you position win-win deals for partners?
• Can you turn some of the competition to partners/channel/OEM relationships, so not to go head-to-head?
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