What is it?

Positive (+) value drivers describe the specific, favorable, economic impacts that your offering's functional benefits provide to your customer. Uncovering value drivers requires a solid understanding of this customer's business model.

Value drivers should point to specific functional areas of this customer's business, and should answer the question: "How does this functional benefit help my customer make more money?"

What to Do

Click the Select Existing button to search for Value Driver(s) from a company library, or from within any of the Value Models to which you have access.

Before adding existing value drivers, you may select one or more of the benefits that you identified in the previous step to automatically link the benefit(s) with the selected value driver(s).

Or click the Add Custom link to create your own value driver(s).

Then click the calculator icon for each value driver to quantify it.

Click the arrow icon (at the right) to re-order variables within a value driver, merge multiple value drivers, convert one to a subformula, or to delete one from the list.

Finally, click the "Link" button to map each Value Driver to the Benefit(s) that provide it to this customer.