GTM Live 213 - The 5 Components of Positioning You Need to Address | April Dunford
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Nov 14, 2021 AI Snips
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The Five Components Framework
- Positioning has five components: competitive alternatives, differentiated capabilities, value, best-fit customers, and market category.
- Those components together explain what you are, why you're different, and who should buy.
Segment From Your Differentiated Value
- Anchor segmentation in your product's differentiated capabilities and the unique value they enable.
- Define customers by the specific situations where your unique value makes them prefer you over alternatives.
Make Segmentation Actionable
- Make segmentation specific and actionable so marketing and sales can target and find prospects easily.
- Use concrete criteria so you could literally make a prospect list and identify where they hang out and what they read.