Insights
The Value Lab
One focused offer.
One aligned team.
One go-to-market plan.
A tried and tested structured engagement for technology businesses. A Value Lab turns complex products and services into a easy to understand proposition that people will buy.
By having your team aligned around a single plan, you can join up your market offer with your product roadmap and align your operating model.
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It's a focused engagement that is delivered in a few weeks, not months.
The Value Lab takes your leadership team from a room full of different opinions to a team with a single agreed direction with:
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A sharp proposition
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A crisp prioritisation of your ideal customers
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A clear definition of the value you offer, and how you should be charging for it
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A product roadmap and plan to take it to market
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We've productised our own service. It has a defined scope, a fixed timeline, and a concrete set of deliverables. Which is exactly what we help you do with yours.
The Value Lab - Our Core Engagement
Most tech businesses don't have a technology problem.
They have an offer problem.
The product can do many things, so the messaging tries to cover all of them. But the truth of the matter is your customers don't really care much about your product. What they really care about is whether it can help them solve their specific problem or realise an opportunity.
The the total value of your offer extends well beyond the technology. The 'product' is the entire experience - the advice, the support, methodology, integrations, the quality of the people, even how the customer receives a bill. Yet this often goes unpriced, and things without a price are by definition not valued.
Underneath all of that, the leadership team quietly disagrees about who it's all for. Which means investment bets are being placed in different, and often conflicting areas. The sales teams are chasing different opportunities and making different promises to close a sale. Which leaves the operations teams trying to fill the gaps, often in ways that are inefficient, untested and undocumented.
The Value Lab exists to fix exactly this. We work with you to focus your aim, widen your value, and get everyone working towards the same goals.
How it works
1
Pre-work
We review what you have - product, market, commercials. We interview your stakeholders individually. We surface the key issues and understand your business team alignment before we get in the room.
2
The Workshop
A structured working session with your team. We use the Value Lab Framework to drill down into ten areas, including propositions, value sources, channels and commercial models. We Surface these to get real decisions made.
3
Synthesis
We take all of the pre-work inputs and workshop outputs to turn the session into a clear strategy. A clear proposition, priority customers and business problems, the full value to monetise, the route to market, and the product roadmap.
4
Presentation and playback
We produce a full Value Lab document that captures the key information and recommendations. We present back a concrete plan your team has worked together to agree and can act on immediately.
The Value Lab Framework
When it works best
A Value Lab works best when your leadership team can be in the room and are ready to make decisions.
It suits technology businesses at three critical moments:
You're early
You need a proposition and a roadmap before you build.
Buyers aren't getting it
you've launched, but it just isn't landing with customers.
You've hit a ceiling
You need to productise and scale beyond the founder.
What happens after?
Some businesses just get on with the outputs from their Value Lab. Job done.
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However, others ask for more help.This might range from regular check in's with their leadership team, just to keep them honest in implementing the plan, to a range of other activitie. These might include helping their teams develop new skills, working on developing more detailed execution plans, or providing ongoing mentoring support for key members of the team. In some cases we have taken on fractional roles within their businesses to own the delivery of the plan. We love seeing our clients successfully implement their plans and are happy to provide ongoing support when it's needed.
CLIENTS
Book your Value Lab
Get in touch and let us know when you'd like to book a Value Lab.
If you have any questions, or would like to know more, just get in touch using the the chat button