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problem-cause level messaging model

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Bob Schmonsees The Case For Cause Level Value Models

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Page 1: Problem-Cause Level Messaging Model

Bob Schmonsees

The Case For Cause

Level Value Models

Page 2: Problem-Cause Level Messaging Model

Value

Model

Page 3: Problem-Cause Level Messaging Model

Generic Features

DifferentiatedFeatures

Products

Hybrid Model

(Inside-Out)

Problem

Statements

Functions

Benefits

Benefits

Functions

Customer Problems

Solutions

Cause Level Model

(Outside-In)

Generic Capabilities

DifferentiatedCapabilities

Customer Problems

Solutions

Generic Value

DifferentiatedValue

Problem-Solution MapsFeature-Function

Benefit Lists

Causes

Causes


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