Value over features

Explain the product’s value, not its features. Provide clear examples of how the product fits the evaluator’s organisation, improves workflows and solves problems. Consider equipping evaluators with material to convince colleagues to purchase.

Examples

A product tour page for Service Desk on atlassian.com that focuses on telling a story about how the product helps customers solve real problems, instead of prioritizing product features.

A short animated video for HipChat that explains the value proposition of HipChat.

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