Relevancy & Impact
In today ' s hyper-competitive economy, marketability of a service / product and how much market share it captures is a function of how relevant it is to the target segment and how large an impact it creates for its customers. If we consider a 2x2 matrix, with Relevancy on the x-axis and Impact on the y-axis, we can divide this matrix into four quadrants. On the upper right hand quadrant, is where we want to operate- high relevancy & high impact. If our offering is not highly relevant to the potential customer and simultaneously does not have a significant positive impact in helping solve the prospect ' s business pain, we will not have a winner on hand.
Differentiation commands value and contextual relevancy & impact sustain value and enable capturing market share. If what you are offering, is not in the fourth quadrant of the 2x2 matrix, then you should reconsider investing resources to deliver your product / service.
Remember, it’ s not about you- it’ s about your customer and their needs and what you can do for them and how your offer is going to help them solve their business pain.
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