What are Use Cases?
A use case represents a way that the you as the seller can help a client leverage a product or service that you have to sell to achieve a specific outcome. Examples of use cases include supply chain optimization, omnichannel customer experience, and pricing optimization. Use cases are expressed as outcomes for the client as opposed to products or services, so that you as the seller can make your narrative resonate with the client point-of-view.
Why are they important?
Use Cases drive a compelling narrative: understanding which use cases are most likely to resonate with a target customer allows users to shape an opportunity with a higher likelihood of success.
How often do they change?
While core use cases change infrequently, product marketing teams regularly refine and enhance existing use cases, often at an annual cadence, while introducing new use cases as new products and software are developed.
How does Databook suggest Use Cases?
Databook suggests use cases by aligning to the target company’s financial case for change and strategic priorities, suggesting use cases that can positively impact areas of executive emphasis and of financial underperformance.