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Customer Value

In: Getting Funded

Author

Listed:
  • Chandra S. Mishra

    (Florida Atlantic University)

Abstract

A framework is offered to analyze the customer’s experience with the product to identify customer pain points. The customer value design involves an analysis of the customer pain points and the competitors’ weaknesses, and then selecting the target customers and a set of resonate-focused value propositions in order to lower the barriers to market entry and minimize the inherent resistance from competitors. The opportunity scores are used to rank potential customer-value creation o pportunities, based not only on how important a value creation opportunity is to the customer, but also on the level of customer dissatisfaction with the existing products. The customer value propositions can be further disaggregated into three basic elements, the content, the context, and the enabling infrastructure; then these three elements can be reconstructed and re-aggregated to create a more powerful customer value offering. The customer value offering links the customer pain point to the product’s capabilities relative to the competitors’ weaknesses.

Suggested Citation

  • Chandra S. Mishra, 2015. "Customer Value," Palgrave Macmillan Books, in: Getting Funded, chapter 0, pages 31-54, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-38450-8_2
    DOI: 10.1057/9781137384508_2
    as

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