Patio11's talk on this: http://www.kalzumeus.com/2011/03/26/software-for-underserved-markets/# http://www.kalzumeus.com/2011/03/26/software-for-underserved...

Patio11's talk on this: http://www.kalzumeus.com/2011/03/26/software-for-underserved-markets/# http://www.kalzumeus.com/2011/03/26/software-for-underserved... My comment when sharing this link to others: "The premise is that while features are needed for your product to function in a specific way, you are selling the benefits of using this product and not the features. Focusing on the benefits of use, is fundamentally an emotional appeal." Thoughts: If you see the emotional appeal as verifying the benefits of the features, it makes sense. If you see it as them trying to sell you something by using emotion and hiding the features, it won't. I think the best way is a balance of the two where you show the features as linked to emotional appeal. It hits both groups well.