DVP (Differential Value Proposition) Methodology
All-in-one, step-by-step playbook for teams to understand, quantify and create customer value. Rigorous enough for B2B. Simple enough to scale broadly. Flexible enough to fit your goals.
Hypotheses
Internally model and quantify how you are differentiated from competition
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Interviews
Facilitate structured, collaborative customer conversations to identify how you help today and the opportunity to improve
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Analysis
Aggregate customer conversations to fully understand customer perspective on how you create value today and the opportunity to improve
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Opportunities
Review and decide next steps on a prioritized set of opportunities to create customer value
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Initiatives
Execute against customer value opportunities and communicate progress internally and to customers
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DVP Metric
What good is a methodology if you can't measure it? The DVP Metric brings your team's effort to life by summarizing all the powerful detail of DVP into a simple picture that is easy to communicate.
It's made up of three parts:
How Much Value?
A ratio of how much Customer Value divided by how much business a customer does with you.
What Creates the Value?
The larger the portion of the bar, the more valuable that investment is to your customer. Think trade-offs.
From Which Perspective?
Compare internal thinking with customer thinking and align on what the future should look like.
