How can you disrupt an industry with a value proposition?

It would be key to define and breakdown customer insights into very tangible and unassuming data points. One gap most people would fall into, is limiting their ability to go beyond the "norm" of how things are done. In Amazon, one of our key leadership principle is THINK BIG, which requires a very extensive & daring kind of thinking beyond the edge of possibilities. Then work backwards towards solutioning them.....

Customer-Centric Approach: Value proposition design has to be customer-centric to succeed. It has to place the customer at the center of the product or service development process, ensuring that their needs and expectations are met.

Crafting an irresistible value proposition is a creative process! It starts with understanding customer needs and pains deeply through interviews, observations and empathy. Define your customer segments and map out what jobs they are trying to get done. Uncover what delights them and where they struggle. Use these insights to brainstorm potential value propositions that relieve pains and create gains. Prototype and test concepts with customers to refine your value proposition. Keep iterating until you have a proposition that resonates strongly!

Value proposition design consists of identifying the needs not satisfied by customers in a way that allows the organization to develop such a solution and offer it to customers. The potential to build customer loyalty through this tool is essential for the development and growth of the organization. In this way, it becomes a competitive advantage that allows us to differentiate ourselves from the competition by providing a unique solution. This implies being very close to clients to be able to work together and offer that added value that the client is not perceiving.

As a Business Strategy Consultant, I worked on disrupting the healthcare sector by identifying an unmet need in rural communities. Despite advances in telemedicine, these areas were still underserved due to a lack of both technology and awareness. We crafted a value proposition focused on affordable, mobile-based consultations, eliminating the need for travel and in-person visits. This approach not only resolved the conflict between accessibility and quality care but also led to soaring market adoption rates, successfully disrupting the traditional healthcare models in rural areas.

If you want to look at finding unmet needs from a competitor perspective, you can use a value curve analysis: 1. List the key factors that customers value in your industry 2. Analyze how competitors perform on these factors 3. Create a value curve by graphing the performance of your business and competitors on each factor 4. Look for areas where your business underperforms compared to competitors. These gaps indicate potential unmet needs. 5. Validate these findings with direct customer feedback

I believe it is necessary to remodel the overconsumption society into a collaborative society that aims for common well-being before self-benefit. Organizations play a central role in this strategy because, more than responding to the desire of the consumer market, they have the expertise to guide values and codes of conduct in relation to conscious consumption and social policies in the countries in which they operate. Understanding what people want and need needs to be in accordance with what is best for society and the planet. Otherwise, we will fill our internal corporate libraries with methodologies, tools and analyzes that will serve to do more of the same, that is, change so that everything stays the same.

Frequently, when individuals seek to identify unmet needs, they focus on broad requirements and struggle to satisfy anyone effectively. Instead, targeting a profound unmet need that resonates deeply with a select group of individuals, with whom you have excellent access to gain a clear understanding of their needs, is often a more effective approach.

To detect unmet customer needs, it is necessary to work together with them. You have to detect through interaction with them what those unsatisfied needs are and then work in the organization to provide that service or product that customers require and are not satisfied today. This implies being very close to customers, knowing what their expectations and perceptions are, how they could be solved, how they would feel satisfied, and working internally on these points to transform them into a competitive advantage.

Discovering unmet needs takes curiosity and persistence! Immerse yourself in your customers' world through ethnographic research to spot overlooked struggles. Look for workarounds and imperfect solutions they cobble together. Analyze market trends and evolving behaviors to anticipate emerging needs. Talk to innovative customers pushing the boundaries. Draw insights from analogous markets and customer journeys. Seek whitespace opportunities and pain points that no one is solving well. An unmet need can spark a breakthrough value proposition!

'Go big or go home' with your unique value proposition. Most companies craft some unreadable corporate-ese statements and call it a win. That's not a win. State your value clearly. And make it memorable. If your customers don't remember it, it's worthless.

Absolutely, continuously taking customer feedback and using it to make improvements and enhancements to your solution is a practical and effective way to stay ahead of the competition and maintain uniqueness and relevance in the market. Customer feedback provides valuable insights into evolving customer needs and preferences, allowing you to make informed decisions on how to adapt and innovate your offering. This customer-centric approach ensures that your solution remains aligned with the changing demands of your target audience, ultimately helping you deliver a unique and valuable benefit.

Offering a unique benefit requires creative thinking! Study what competitors don't or can't do. Leverage your strengths and assets to deliver value in a new way. Invent a novel product or service experience. Provide extra value through partnerships and bundling. Use technology to enable new capabilities and convenience. Differentiate through exemplary customer service. See value through the customer's eyes, not your existing business model, to uncover distinctive benefits you can bake into your proposition.

One way to think about this is to ask yourself or the team, what would the client or prospect do if they didn't have your product or solution? For example, if you are a SaaS company what tools would your client use if they didn't have your solution, an Excel spreadsheet? A combination of tools? Nothing? Once you have exhausted this question, you can create a unique benefit that addresses their needs or improves their situation. Like, multiple tools, functionality, and data collection all in one place. Or saving time with the whole team on the same platform. At the end of the day, a unique benefit should articulate HOW you are going to solve their problem differently than either their current solution or your competitors do.

Adding unique value both personally and professionally is about making a meaningful difference. Professionally, keep learning, find creative solutions, empower your team, and be adaptable. Be a mentor, a problem solver, and a leader who inspires (not just manages an operation). On a personal front, it's about quality time with loved ones, supporting their growth, sharing experiences, and offering a helping hand when needed. Prioritize well-being, and cherish the relationships that matter. Sometimes we neglect time with those we care about the most. In essence, it's all about positive impact, growth, purpose, and building meaningful connections. This is about significance, not success.

To deliver value differently, you should also consider strategic partnerships and collaborations. Collaborating with other businesses or organizations can open up new channels and distribution networks for your solution. By forming alliances or partnerships, you can tap into existing customer bases and reach a broader audience that may not have been accessible through your traditional channels. This approach can not only help you deliver value differently but also expand your market reach and create mutually beneficial relationships with other players in your industry.

Delivering your unique value proposition (UVP) differently involves presenting your value in a way that stands out from competitors and resonates with your target audience. Here are ideas and actions to achieve this: Understand Your Audience / Personalize Your Approach: Identify Unique Aspects: Highlight what makes you different and better than alternatives available in the market. Create a Compelling Story: Visualize Your Message: Let your happy customers share their experiences and the value they gained from your product or service. Utilize Social Proof: Display the number of users, clients, or customers who have benefited from your offering. Continuously Iterate and Improve:

Delivering value differently is a chance to innovate! Rethink your business model and processes to improve the customer experience. Offer new pricing or financing options that increase accessibility. Provide multifaceted hybrid offerings that combine products, services, content and tools. Give customers flexibility and personalization. Add subscriptions, communities and ecosystems that enrich ongoing relationships. Leverage new platforms and channels to make life simpler. Challenging assumptions opens doors for reimagining how you deliver value.

To deliver value differently and disrupt, consider this: Since that problem and need are well known by anyone, don't focus on that but on a totally new answer to the problem. That answer should meet that same need in a much simpler, much faster, much better and lower cost way than the one before. And most importantly, it meets that need in a way that even the consumer didn't expect. That's innovation, really.

Another way of looking at how to deliver value in a unique way is to look at an unmet need from three lenses of innovation, what's needed (desirability), what's possible (feasibility) and what's required (visibility).

Effective use of Feedback: continuously monitor the effectiveness of your communication strategies and be open to refining them based on customer feedback and market trends to ensure your value proposition resonates with your audience.

Spread the word far and wide about your value proposition! Craft engaging stories and content that convey your key messages. Design experiences that let customers engage directly with your offering. Equip sales teams to have high-value conversations. Share compelling facts, figures and customer stories that bring your proposition to life. Use visuals, video and demonstrations to make it tangible. Aim to have your value proposition take on a life of its own in the marketplace!

Emphasise the narrative. Beyond the canvas and statement, build a compelling story around your brand and product. Stories are relatable and memorable and can make a deeper emotional connection with potential customers. Lego goes beyond plastic bricks; they focus on the tools that spark creativity and imagination in kids and adults through customer-made creations, movies, and theme parks.

Whether you're a leader or someone on a personal growth journey, here's a golden rule: Communicate your unique value proposition with clarity and empathy. Start by understanding your audience, their challenges, and aspirations. Share real-life examples or stories that show how your approach is different. Highlight what sets you apart, your unique strengths, or innovative methods. Make it relatable and how you can solve problems and help people grow. Consistency is key. Whether you're a leader guiding a team or an individual on your path, your value proposition should shine through every interaction. Summarizing, it's about connecting, empathizing, and showing how you can truly make a positive impact. That's how to stand out.

You must communicate your unique competive advantage or value proposition that differentiates you from the rest of the competitors, just talking and offering you unique vulue, solutions, services or products to your customers that will be satisfying their specific and unique needs.

Go for small niche, the smaller the niche the less copycat and competition hence better value proposition. Doing something great while it’s small is always the good way to go. Most of the time, business problem could be solved or unique value proposition could be established by 1. Looking at the data 2. Ask yourself good questions 3. Go and talk to customers Most people don’t bother doing any one of those, so just go and do it.

Step back occasionally and take a fresh look at the big picture. Revisit whether you are meeting all your customers' needs as they and the market evolves. Watch for new competitors entering your space. Test your messaging with new audiences to see what resonates. Be open to feedback that can spur improvement. Keep exploring adjacent spaces for new opportunities. Crafting an enduring value proposition requires constantly learning, adjusting, and staying attuned to marketplace shifts.

One of the most appropriate and perhaps a very impactful value is to offer an experience of the product or service before purchase. Besides use of AI /VR etc….how about an actual experience. Example: The IKEA store in San Jose CA….I found this very interesting….

Companies compete on business models beyond their value proposition. Hence, value proposition disruption does not stop at the value proposition. In this context, CEOs might need to consider the other dimensions of their firm's business model (e.g., the value chain, assets, or the client dimension) allowing the value proposition disruption.

Embrace adaptability. In our rapidly changing world, the ability to pivot your value proposition can be as vital as the proposition itself. It's not just about disruption but staying disruptive and relevant in a constantly evolving market. Netflix's transition from a DVD-by-mail service to a global streaming behemoth is a case in point.