The article points out that value isn’t static—it’s contextual. The same feature can be a time saver for a user, a team efficiency enabler for a manager, and a strategic asset for an executive, depending on how it’s framed. Always a winner Rohan. Thank you.
You nailed it Neela - value shifts based on who's seeing it! It's all about understanding the different contexts and priorities of each stakeholder in the chain. Thank you for engaging!
Great parallel Amy! B2B newsletters face this same challenge - content needs to resonate at multiple levels and find champions who'll both apply and share it across org layers. These value translation patterns show up everywhere in B2B. Appreciate you drawing this connection!
Good intro to B2B selling. I certainly haven't thought about nuanced narratives, individual striping (individual branding), managerial buttoning (managers feeling safe)..
I wonder how this view can be adopted by the product builders.. They should know this. While marketing can definitely mould better than builders.
I also wonder what the MVP version of this be for early stage entrepreneurs.
You raise really good points about implementation. For product builders, I think this needs to be part of the development DNA, not just a marketing layer. And for MVPs - i'd start with your entry point (user/manager/exec) but build with hooks to expand the story as you grow. It's about being intentional with your initial value translation chain, even if you're not yet ready to serve all levels.
Really appreciate you thinking through these angles!
Storytelling isn’t fluff—it’s strategy.
The article points out that value isn’t static—it’s contextual. The same feature can be a time saver for a user, a team efficiency enabler for a manager, and a strategic asset for an executive, depending on how it’s framed. Always a winner Rohan. Thank you.
You nailed it Neela - value shifts based on who's seeing it! It's all about understanding the different contexts and priorities of each stakeholder in the chain. Thank you for engaging!
You have many great points in this article about the multi-level challenges of value translation in B2B products.
Have you considered how to apply this to a B2B newsletter? Maybe some of these techniques could apply!
Great parallel Amy! B2B newsletters face this same challenge - content needs to resonate at multiple levels and find champions who'll both apply and share it across org layers. These value translation patterns show up everywhere in B2B. Appreciate you drawing this connection!
Good intro to B2B selling. I certainly haven't thought about nuanced narratives, individual striping (individual branding), managerial buttoning (managers feeling safe)..
I wonder how this view can be adopted by the product builders.. They should know this. While marketing can definitely mould better than builders.
I also wonder what the MVP version of this be for early stage entrepreneurs.
Good read! Thanks
Thanks for diving deep into this!
You raise really good points about implementation. For product builders, I think this needs to be part of the development DNA, not just a marketing layer. And for MVPs - i'd start with your entry point (user/manager/exec) but build with hooks to expand the story as you grow. It's about being intentional with your initial value translation chain, even if you're not yet ready to serve all levels.
Really appreciate you thinking through these angles!