3. Identify Use Cases
How could an acquirer use your capabilities to generate new revenue, retention, or cost savings?
Having 3-6 use cases will help you identify prospects, quantify your value, and articulate your value proposition.
You can qualify your use cases by making sure they fit into the following format:
Using our [capability] an acquirer can [business activity] to deliver [business outcome]
Business outcomes can be increasing retention, operational efficiencies, add-on fees, or increased sell-though / win rate. It is key that you think outside of just selling your product to generate revenue, which has been the lens you have been looking through in operating your company.
AN EXAMPLE
In the example of the capability “Mapping sentiment to customer actions” used earlier, a use case might be…
Using our mapping of sentiment to customer actions (capability) an acquirer can identify cases where churn is likely (business activity) and increase retention (business outcome).
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