Building Tech Product Offer
summary
Presents an actionable offer value formula (desired outcome × perceived likelihood ÷ (time delay + effort/sacrifice)) with concrete levers: social proof to raise perceived likelihood, low‑hanging wins to cut time delay, accountability and UX to lower effort. Describes building a vehicle routing SaaS for Tesco: discovery on operational units, a proof of concept on a data subset, custom VRP/Traveling‑Salesman solver, rapid pilot rollout and reliable performance that delivered measurable last‑mile optimization and justified premium pricing.
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chapters (16)
- 0:00Product offer building
- 1:03Why care about offers
- 3:52Client selection key points
- 7:03Killer advantage
- 9:51Offer value formula
- 17:35Tesco example
- 22:36Q&A
- 23:44Customer focus questions
- 26:15Tesco pricing & customization
- 27:18Who owns the formula
- 29:07Pricing decisions with formula
- 31:16Formula beyond money
- 33:02Tools for customer goals
- 35:08Selling to user roles
- 37:13Effort and sacrifice in value
- 39:45B2C subscription pricing
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