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Bob Schmonsees
The Case For Cause
Level Value Models
Value
Model
Generic Features
DifferentiatedFeatures
Products
Hybrid Model
(Inside-Out)
Problem
Statements
Functions
Benefits
Benefits
Functions
Customer Problems
Solutions
Cause Level Model
(Outside-In)
Generic Capabilities
DifferentiatedCapabilities
Customer Problems
Solutions
Generic Value
DifferentiatedValue
Problem-Solution MapsFeature-Function
Benefit Lists
Causes
Causes
