The Value Pyramid: Creating Resonance Through Understanding Individual Values
Today we will continue to examine the guiding principles of the Rule of 24, giving attention to Guiding Principle #3, The Value Pyramid. In order to understand what is meant by this, imagine a pyramid with an organization’s staff making up the base. The middle of the pyramid is occupied by managers, and the top of the pyramid houses the executives. Normally, there are more staff than managers, and more managers than executives. This is called the Value Pyramid because all people, at all levels, need to experience value in what you have to offer in order to lend support to the cause as a whole.
Identifying Individual Currency
In order to understand the importance of this pyramid of value, the key is in understanding that "value" is defined differently by those occupying the different levels. While staff may find value in a feature that makes their job faster or easier, managers might find value in anything that you can justify that will improve productivity or reduce risk. Executives, on the other hand, might be looking at saving time in order to save money, or strategic initiatives and returns on investment. Understanding that these values do not resonate with one another is key, and it asks that all who are occupying space in the pyramid be aware of where the value lies within the spaces, and people, who are situated on the other two levels.
It IS possible to resonate with all groups: one just has to understand the "currency" of everyone on their team, and address those points that make them feel heard and valued. You might show the staff product features and elements beneficial to them, while managers will see summaries of features and benefits in a way that showcases potential for risk reduction and improvement in productivity.
Demo2Win: Aligning Your Demonstration Strategy
This is where the Demo2Win approach becomes essential. When you're preparing to demonstrate your solution, the Value Pyramid should inform every decision you make about what to show and how to show it. A successful demo isn't about running through every feature—it's about strategically demonstrating the specific value propositions that matter to each level of your audience. Demo2Win methodology emphasizes tailoring your demonstration to address the distinct currencies of value across all stakeholder levels, ensuring that your time investment in the demo translates directly into stakeholder buy-in.
If our presentations revolve around the people we want to serve, rather than the product we want to sell, we cannot help but create resonance with all stakeholders, drastically improving the experiences had by all involved. The Demo2Win framework helps us structure these people-centered demonstrations in a way that acknowledges and honors the Value Pyramid, creating a clear path from demonstration to decision.
2Win!
