"Flower of service" approach to value capturing & adding features based on the customer/user interviews
Nowadays most start-ups focus on selling features rather than benefits and find out that is bad for business when it's too late. I consider this topic to be of extreme importance especially for Internet start-ups.
Dan Toma
shared this idea
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Dan Toma
commented
I all depends how much time I am given to deliver the presentation. But since I will most likely Skype-In, it's safe to say that I will structure the presentation as a combo, start with a presentation (theoretical approach at the beginning backed by some examples) and at the end I will save time for a healthy Q&A/open session.
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AdminSalim Virani (Admin, Leancamp) commented
Interesting. I'd love to see some examples to help illustrate.
Are you planning a presentation session, or open discussion, or combo?
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Dan Toma
commented
My opinion is that this issue is also closely related to innovation. From my experience with start-ups, the ones that run on 100% innovation are typically better in communicating benefits rather than the ones that just improve existing services or products, which have problems in communicating benefits and they just stick with features.
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Seems like this is a common problem that founders just accept as part of the process. I'd love to hear how different people have tackled this, success or failure!