Feature, Capability, Outcome, Metric [43]

Show notes

Your SEs are great at explaining what a feature does and terrible at answering 'so what?' A simple four-word tool that drags a team out of feature-dumping.

What Nate and Ava discuss

• Feature to Capability to Outcome to Metric, and why the value is all the way right
• Why the metric must come from the customer, never the template
• Leading with the outcome before you click, so the demo becomes a series of payoffs

The move

Make feature-capability-outcome-metric a required step of demo prep — but populate the metric from the customer's own numbers. Discovery first, framework second.

🔗 Resources & Links: paths.to/presales

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