Contributing Outcomes
| What is the Success Outcome (for this line of business) |
|---|
| Where the economic buyer/decider and end users are in the same department or organisation? | End User Department/ Organisation Contributing Outcomes | Outcomes for Intermediaries | |||
Where there is an Intermediary
The Success Outcome and Contributing Outcomes will be the same for End User Department/ Organisation as they would be for a Single Success Outcome ie they aren't affected by having an intermediary |
Where there is an Intermediary
Where an Intermediary is involved, you need to be clear about the outcomes you create for the Intermediary as well as for the End Users Departments/ Organisation |
| Contributing Outcomes for Single Success Outcome | |
|---|---|
| Step 1 - List ideas for the Contributing Outcomes (keeping in mind the tests below) | Step 2 - Choose the Contributing Outcomes that, together, will enable the Success Outcome. Choose the minimum number possible. You may group some and then show them as a lower level of Contributing Outcomes. |
| Contributing Outcomes for Multi-step Success Outcome | ||||
|---|---|---|---|---|
| Step 1 - List ideas for the Contributing Outcomes (keeping in mind the tests below) | Step 2 - Choose the Contributing Outcomes that, together, will enable the Success Outcome. Choose the minimum number possible. You may group some and then show them as a lower level of Contributing Outcomes. | Step 1 - List ideas for the Outcomes you enable for the Intermediaries (these don't add up to the Success Outcome) | Step 2 - Choose the most signifciant Outcomes (3-6) | |
Contributing Outcomes must pass the same tests as a Success Outcome
10 Syllables
- Each Contributing Outcome should be described in 10 syllables (not words) or less
Significance
- You should be the most significant external vendor for the Success Outcome. It's possible you're not the most significant for every contrubting outcome, but overall you should be the most significant
- The Contributing Outcome should be significant to the customer
Describes a to-be state
- It should describe the to-be state you help enable
Executive Reaction
- Executives have a good idea of what the Contributing Outcome means
- They want that to-be state
Longevity
- Could you still be using this Contribting Outcome in 20 years?
Language
- Jargon free, product free, about your customer and not about you