Category or Market Opportunity
Business Value for
the Customer
Technology or
Product
Never
Sometimes
Always
15 or less:
Good work!
20-25 slides:
It's taking too
long isn't it?
30+ slides:
Your story is
dense and confusing
We sound like
everyone else
We have a good story but our competitors are quickly catching up
We stand out
from the crowd
We haven't
trained Sales
on our positioning
Out of date
They prefer to
create their own
We own a
buyer problem
We have lots
of features
to offer them
We know what
their top funded
initiatives are
Not on the radar
On the radar
In the top right
Yes, everyone
in the company
knows our story
Yes, our sales
people know
the story well
Only the
executive team
really gets it
That's irrelevant
because our
story is clearly
differentiated
No one would
notice because
our stories are
so similar
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