Impact Pricing Blog

Value Table – The Results Column

Recall the first four columns of a value table are Problem, Solution, Result, and Value. Previous posts have described the Problem and Solution columns. Today, let’s talk about Results.

Every marketable product feature solves at least one problem. So the result could be as simple as “that problem is solved”. For LinkedIn, recall the feature “unlimited search.” One problem it may solve is “I need to hire a new VP of Engineering.” What’s the result? We hire a VP of Engineering. Simple.

However, it isn’t always that simple. The key to writing a good result in B2B products is to find a quantifiable metric with an obvious path to the money. Say for example, you have a feature where the result would be happier employees. It’s hard to see the path to money for happier employees. However, what would happier employees result in? Lower turnover. More productivity. Both of these are quantifiable and you could see the path to value. So, you might write:

  • Happier employees
  • Lower turnover
  • More productivity

When it’s time to create the value column, we won’t articulate value on happier employees, but we will value the other two results.

To summarize, the key to a well written result is it must have two characteristics:

  • Quantifiable
  • Obvious path to value

If your result does not have these two characteristics, ask yourself, if this result happens, what else happens? Eventually you should get to a result with both of these characteristics. If you can’t, that’s not a feature your buyers care about.

Tags: pricing value, value tables, value-based pricing

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