How to Determine Your Product’s Benefits

Not all "benefits" of your product should be shared in the same way.


Here's how to map them to different parts of your GTM:


Think of benefit statements along an X and Y axis:


X Axis: 1st order, 2nd order, 3rd order, etc.

  • as people use your product, the first benefit is (almost) guaranteed
  • subsequent benefits are less believable as they get further away from your product

Y Axis: Industry, Company, Team, Individual

  • your product affects the individual team differently than it effects the company—and the broader industry
  • not all groups care about the same things, so certain levels of benefits apply better in different contexts


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