"You need a progressive segmentation! One-size-fits-all approaches are a waste of time. They mean that you overprice people who don't want to pay for your products and services and that you undercharge people who are deriving considerable value from what you do. You don't know the difference, and that is wasteful and costly. Having a segmentation built around geography and size is not much better, because these distinctions don't reveal much from a value perspective. You need end-user, needs-based segmentation."Recordar:
- "É o que te chateia, é o que te cria desconforto no trabalho"
- Intercom on Jobs-to-be-Done (parte IV)
- Intercom on Jobs-to-be-Done (parte III)
- JTBD e estratégia
- Intercom on Jobs-to-be-Done (parte I)
Trechos retirados de "Dollarizing Differentiation Value: A Practical Guide for the Quantification and the Capture of Customer Value" de Stephan M. Liozu.