Helping customer achieve a goal, solve a problem, or capture a lot opportunity .. that’s what we do as elite sales persons, right ? How can we do this if we do not know what our customers do?
This article summarizes the brilliant Business Canvas approach to building a value proposition. What you should do is work with your customer to understand their value proposition to their own customers. When you do that you will have a clear picture of their business and can easily see the value points. Value points are places in the organization where your product/solution add value to your customer.
Good luck, enjoy reading!
http://www.slideshare.net/AshrafOsman3/business-models-14031300