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Elevator Statements

Elevator Statements - Elevator Statements The key is to...

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Elevator Statements The key is to define your position based on the market target segment and the value proposition you intend to dominate it with. Within this context, you then set forth your competition and the unique differentiation that belongs to you and that you expect to drive decisions your way. 1- For (target customer) 2- Who (statement of the need or opportunity) 3- The (product or project name) is a (category) 4- That (statement of key benefit – that is, compelling reason to proceed) 5- Unlike (primary competitive alternative) 6- Our Product (statement of primary differentiation) The key to a successful elevator type problem statement is to do the background work necessary to identify and investigate the variables. - Who is the customer? - What do they need? - How do you quantify and make compatible their need with your knowledge and needs? - Can you compare your proposed solution to existing alternatives? - What is the benefit of this endeavor to all project shareholders? - What differentiates your endeavor from similar products, procedures, market, etc. Examples: A. For the enterprise that needs to communicate more effectively, computer generated 3-D models, populating a graphical database, enables the creation and distribution of precise information to a broad range of users. Unlike traditional alpha-numeric based information and specialized CAD systems, 3-D models convey visually rich, language independent data while providing a framework for managing all enterprise knowledge. The "next big thing" is the convention that recognizes the advances in technology produce discontinuous innovations. That is, products or services become available that compel a change in
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