Photograph of a pile of jigsaw pieces

How To Understand B2B Customers In 4 Straightforward Steps

Four straightforward steps make up this framework to guide the process of better understanding markets and customers. The result -> a refined, fact-based understanding of customers Each step carefully contributes to a better understanding of your customers.  Each step takes advantage of your existing knowledge base.

composite photographic image consisting of 3 frames, each arrow-shaped and with a text overlay. Facing left, the market arrow with over a group of obscured people. Facing right and located on the top: the second largest arrow says: Value prop over a digital blue abstract image. The smallest arrow, also facing right and located on the bottom right is a solid green with text, alternative offers. It's a bright and upbeat composition.

Scoping Your B2B Value Proposition – Defining Ambition

A simple, yet thought-provoking framework to conceptualize your organizational ambition, your solution development and your messaging. Before commencing work on articulating more detailed B2B product messaging (the actual words), spend time considering where you are today and your future ambition. Your value proposition is grounded in three elements: customer/market needs, your solution, and alternative offers. […]

Composite photography with a notebook with the word 'B2b messaging' overlaid together with a conceptual 'product functionality' image and an arrow showing business to business customers by JEM 9

Articulating Your Value: A Product Messaging Framework

B2B product messaging, the verbiage and organization used to describe your offer, helps prospective customers understand your solution. Populate this B2B Product / Solution Messaging Framework for use on your website, presentations and other communication places. Become acquainted with, and avoid, common B2B messaging problems. Understanding customers and your value proposition is a critical pre-requisite […]