VQ - Step 3

Rate the Value Impact + Value Timing for each Capability

Quick Context

What makes the VQ Score so powerful, is how simply it accelerates value clarity for all stakeholders (sellers, buyers, partners and investors).

That is Value Clarity in two (2) business-critical respects: (1) Value Impact on Priorities and (2) the timing of that Value Impact.

Generating your VQ Score helps you understand and confirm that you are aligned to why your prospects and customers are considering or have already chosen your solution (innovation).

They have priorities they believe your solution will help them achieve … and they have a timeline they target for your solution to deliver meaningful impact that helps them achieve those priorities.

Step 3 Guide

1. Understand Value Impact and Value Timing ratings.

VQ Score - Step 3 Tips

Value Impact
VQ Score - Value impact

Rate each capability's impact on each Value Priority.

5 = High Value Impact ( Significant + Obvious )

3 = Medium Value Impact

1 = Low Value Impact

0 = No Value Impact

Value Timing
VQ Score - Value Timing

Rate each capability with respect to how long it takes for your customer to clearly begin to see a meaningful impact to each Value Priority.

5 = < 1 Month

3 = < 3 Months

1 = < 6 Months

0 = 6+ Months


2. Rate the Value Impact and Value Timing of each Capability, for each Priority.

VQ Score - Generate VQ Score

Important Notes

Don't Try to be Perfect
Do *not* allow yourself to get stuck, because you want to get it perfect out of the gate … consider it a first-pass.

Ratings are Relative
You will discover, once you get started, that your ratings are relative to how you rated others capabilities.

Order of Flow
Embrace your flow tendency, the order in which you select ratings …

  • some users select ratings for all capabilities, first for Priority #1 and then move to Priority #2

  • other users select ratings for both Priorities … moving to next capability after completing a capability row

  • if more than one person is rating together in team session … favor progress, knowing you can fine-tune later

Selecting Zero
Here are important notes around selecting a " 0 " rating …

  • Some capabilities do *not* contribute in a meaningful way to one of the priorities, but they do to contribute in a credible and meaningful way to the other priority.

  • IF you select a " 0 " Value Impact rating for a capability, THEN by default it must also have a " 0 " Value Timing rating … because if something provides zero value, the timing of zero value is "not" relevant.

  • IF a capability has a " 0 " Value Impact and a " 0 " Value Timing rating, THEN you must first change the Value Impact rating before you can change the Value Timing rating.

VQ Score - Rating Capabilities

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