Learn more about business with this collection
How to analyze churn data and make data-driven decisions
The importance of customer feedback
How to improve customer experience
Unit of value examples
Single units of value
- Dropbox / Office 365 - one user
- VMWare - one server
Medium/Team units of value
- GitHub - dev team
- Salesforce - 3-4 sales reps
Big units of value
- SAP - ERP for entire company
- Oracle - Enterprise apps for entire company
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Apply this to your startup
- Define your unit of value: What is the smallest unit of your product that delivers value to your customers?
- Create a roadmap to increase that value as you scale. Identify ways to increase value as you and your customers grow. Figure out how to combin...
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Create non-linear value
From the 80/20 rule you know a few customers will drive your sales. Your goal is to find that handful of customers and scale them up. The goal is to create non-linear value for them.
Build out your offerings so the more your customers consume, the m...
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Unit of value
Unit of value:
- What your customers pay for.
- The smallest measurable unit at which your product or service delivers value.
- Examples: servers, user seats, TBs of storage, API calls.
Your unit of value determines how you price, scale a...
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