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What kind of "value" can not be specified as a feature? Whether it's a better SLA, expertise adapting the product to the customers needs, or anything else, thos
by jarfil 7y ago
What kind of "value" can not be specified as a feature? Whether it's a better SLA, expertise adapting the product to the customers needs, or anything else, those are just features which some clients may want, and others may not.
- kristianc 7y agoValue is expected value to the user minus total cost of ownership, and a value proposition is a promise of expected value to the user. Products which sell for higher prices and avoid getting into ‘feature/function’ type battles are those that are able to make clear, measurable and defensible claims about the positive impact that they will have on people’s lives. These usually begin with a real pain point that the customer is experiencing with their current situation (to give an example of say, Dropbox, users having to email files to themselves and use USB drives, losing data as a result) and move to something more like ‘Never lose a file again’, or as they do at enterprise level talk of the costs and confusion of time wasted of legal departments emailing documents to each other. Some of the HN crowd would love Dropbox to describe themselves as ‘Distributed file storage and sync across Windows, Linux and Mac’ but there are good reasons why they don’t.