VQ Guide
VQ Score is for Technology Innovators, Buyers and Investors

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VQ - Step 1
Rank your Customers' TOP 2 Priorities 

Quick Context
Value is in the eye of the customer, both [a] the users and [b] the buyer (person or team with purchase / budget authority).
While your prospects and customers may have many priorities … we can accelerate value alignment and confirm fit by narrowing down what the target customers' TOP 2 Priorities are.

It is only then we can best confirm our technology / innovation will help them achieve those priorities in a meaningful way … and worthwhile timeframe.
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Here are the most productive questions to ask all prospects during your first discovery conversation:
Q1: What would success look like, if you deployed a ___ solution?
Q2: What would that success look like … on a timeline?

>> For an example discovery dialogue, click here

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Step 1 Guide

1. Review the most common B2B priorities.
     >> Scroll further below for a summary of each priority.

2. Click to rank TOP 2 Priorities … then click "Next".
​Important Notes 

• While it may be a challenge to limit yourself to only two (2) ... that is intentional and will serve you well. 
• Do not allow complexity to slow down progress or hinder effective communication. 
• After you generate your VQ Score for your overall target customers, you can create additional context-specific VQ Scores … such as; specific to a segment, persona, time-frame or opportunity in your pipeline. 

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Common Priorities
​Below is a summary of each of the most common B2B priorities. 

​Increase Revenue 
You can make a convincing and credible case that you help customers increase revenue. 

• net-new revenue retained revenue,
• expansion revenue (e.g., cross-sell, up-sell).

Common Measures  =   $, %
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Reduce Costs 
You can make a convincing and credible case that you help customers reduce or eliminate new or existing fixed and/or variable costs. 

• reduce or decrease costs 
• eliminate or avoid costs 
• fixed and/or variable costs 
• new or existing costs 

Common Measures  =  $, %  

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Increase Retention 
You can make a convincing and credible case that you help customers retain their customers, employees, partners, members, suppliers, etc. 

• increase retention 
• maintain retention 
• save existing revenue (ACV, MRR, ARR)

Common Measures  =  %, $, #    

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Grow Market Share 
You can make a convincing and credible case that you help customers grow or increase their market share or share-of-wallet. 

• increase market share
• maintain market share
• increase share-of-wallet 
• maintain share-of-wallet 

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Common Measures  =  %, $    
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Reduce Time 
You can make a convincing and credible case that you help customers reduce, decrease or save time. 

• save time
• reduce effort
• decrease hassles
• enable scalability 
• accelerate outcomes 

Common Measures  =  #, %, $    

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Reduce Risks 
You can make a convincing and credible case that you help customers reduce or eliminate risks. 

• reduce risks
• eliminate risks
• reduce exposure to negative outcomes
• identify known, current, potential and future risks 

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Common Measures  =  #, $    

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Achieve Compliance  
You can make a convincing and credible case that you help customers achieve and maintain compliance. 

• achieve compliance
• maintain compliance 
• regulations
• standards
• specs
• quality 
• transparency 

Common Measures  =  #, %, $    
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Other - Top Priorities 
While almost all customer priorities can be mapped to one or more of the above ... you have the option to specify one of the TOP 2 Priorities. 

• unique priority
• specific terminology (e.g. ROAS, Reduce Cart Bounce, etc.) 
• industry specific terminology  

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Common Measures  =  #, %, $    

Here is how to specify your own "Other" priority ….
1. Type a brief name for the Priority … then click "Confirm"
2. Click "Next" to proceed.

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** END **

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​VQ Guides
VQ - Step 1
VQ - Step 2
VQ - Step 3
VQ - Insights
​VQ FAQ

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TOP 2 Questions