Shifting the simple inverse graph to a quadrant format

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On the flip side, when McDonald’s announces a new kind of hamburger, a consumer may have to see it advertized dozens (if not hundreds) of times on billboards, commercials, and transit ads before they start to notice. High perceived value results in a low attention requirement. Low perceived value, on the other hand, requires a high degree of attention.



Unfortunately, without the notoriety of an iPhone or Tesla, most vendors require a significant amount of customer attention in order to have their value proposition land. Consider the menu of value propositions typically associated with B2B technologies below.


In the modern marketplace, most solutions help:

Reduce – cost, risk, exposure, manual errors
Improve – efficiency, retention, brand awareness
Expand – reach, insight, automation capabilities
Grow – revenue, customer base, brand loyalty, etc.
Was one or more of your company’s key value propositions armenia telegram data represented in this list? If so, chances are that your value has a high risk of getting lost in a sea of similar-sounding solutions. Of course, since the goal of most companies is to have the value of their solutions be rapidly internalized and understood, it’s important to understand where yours falls on this matrix. From there you will have a better sense for how to moderate your approach.




When it comes to Game Changers, buyers see the value of not only their products but the innovation they bring to the market as high. While their advertizing spend may be large, in a sea of solution providers, they are well-differentiated and do not need to invest much effort in order to attract their buyer’s attention. Apple doesn’t just sell phones, gadgets, and accessories. They sell brilliant designs, user-centricity, and engineering triumphs. Tesla doesn’t just sell cars. They sell a vision of the future of the planet.