I think the key point here is that there needs to be a feedback loop from the deal or customer level value models to the general product or use case level value model. You need both levels of model and there needs to be a feedback loop so that the customer/deal models are driving improvements to the more abstract model. Additionally, the customer models also need to evolve over time as market, customer and competitor dynamics change over time.
You do need the product or use case model though. Without it the deal/customer level models quickly become inconsistent and fail to include insights from other customers.
I have a sketch of these interactions somewhere that we use in designing these interactions into valueIQ.
Absolutely agree Steven. A feedback loop is essential here.
You make an excellent point about keeping track of all the customer-specific alterations to inform the base value model. For example, there maybe a value driver in the base model which appears reasonable but ends up never used in practice.
I think the key point here is that there needs to be a feedback loop from the deal or customer level value models to the general product or use case level value model. You need both levels of model and there needs to be a feedback loop so that the customer/deal models are driving improvements to the more abstract model. Additionally, the customer models also need to evolve over time as market, customer and competitor dynamics change over time.
You do need the product or use case model though. Without it the deal/customer level models quickly become inconsistent and fail to include insights from other customers.
I have a sketch of these interactions somewhere that we use in designing these interactions into valueIQ.
Absolutely agree Steven. A feedback loop is essential here.
You make an excellent point about keeping track of all the customer-specific alterations to inform the base value model. For example, there maybe a value driver in the base model which appears reasonable but ends up never used in practice.