Posted by Jon
An interesting discussion recently on the age-old topic of “features versus benefits”. Sometimes I find that one has to ask “so what?” twice to get to the real benefits. Here’s one example I rather liked:
An interesting discussion recently on the age-old topic of “features versus benefits”. Sometimes I find that one has to ask “so what?” twice to get to the real benefits. Here’s one example I rather liked:
“Our laptop has fingerprint security.”
So what?
“Well, that improves security, as users don’t have to remember their password. And there’d be fewer calls to the help desk, too.”
But, to me, that only took it so far. “So what” again revealed some much stronger benefits:
Less time spent by Help Desk solving password issues (= saving in IT support costs)
Less time wasted by end-users requesting and awaiting password resets (= cost saving too)
Lower risk of fraudulent or unauthorised access to your information (presumably there’d be data to quantify that as well).
It’s a fun game – and good mindset to be in when working on proposals. What are your favourite “feature versus benefit examples?
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