# Value Proposition

> Define the specific value your product delivers relative to alternatives and trade-offs.

- Skill: `sethdford/value-proposition` (Agent Skill)
- Install (CLI): `npx skillmds@latest add sethdford/value-proposition`
- Raw SKILL.md: https://api.skillmd.com/api/skills/sethdford/value-proposition/raw
- Safety review: pending
- Works with: Claude Code, Claude.ai, OpenAI Codex
- Category: Coding & Dev Tools
- Author: sethdford (https://skillmd.com/u/sethdford)
- Updated: 2026-09-17
- Page: https://skillmd.com/skills/sethdford/value-proposition

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# Value Proposition

Articulate the specific benefits customers get and what they give up or change to get them.

## Context

You are defining value. If you have customer research, competitive pricing, or feature analysis, use it. Your goal is clarity on value delivered and trade-offs required.

## Domain Context

- **Value vs. features**: Benefits, not features
- **Jobs-to-be-Done value**: How does this help achieve the job?
- **Value staircase (Cagan)**: Obvious > realized > lamented
- **Price = perceived value**: Higher price requires clearer value communication

## Instructions

1. **Identify specific benefits**: Not "fast", but "cuts deployment time from 2 hours to 10 minutes"
2. **Quantify when possible**: % improvement, $ saved, time saved
3. **Acknowledge trade-offs**: What does the customer give up? Cost, complexity, learning curve?
4. **Map benefits to customer outcomes**: How does this help them succeed?
5. **Validate with customers**: Do they perceive this value?
6. **Differentiate vs. alternatives**: Is this unique or table-stakes?

## Output Artifact

Value proposition document (1-2 pages):
- Top 3-5 customer benefits
- Quantified value per benefit (time/cost/outcome)
- Trade-offs and considerations
- Customer segments where value is highest
- Pricing implications

## Anti-Patterns

- **Feature lists**: "Has real-time sync" vs. "Teams always see current data"
- **Assumed value**: Not validated with customers
- **Ignoring trade-offs**: Missing hidden costs or learning curves
- **Same for all segments**: Value varies by customer type and use case

## Further Reading

- *Inspired* (Marty Cagan) — value proposition
- *Value Proposition Design* (Osterwalder) — value mapping
- *Jobs to Be Done* (Clayton Christensen) — customer value