​The process of understanding and measuring the value of your solutions starts by answering the following questions:
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1) What is your offering?
2) What target market are you selling to?
3) What is your next best competitive alternative?
4) Identify the specific UNIQUE features of your solution
5) For each UNIQUE feature, identify the benefit(s) for a customer.  Answer the question why should the customer care?
6) For each benefit that is attached to a UNIQUE feature, describe how value can potentially accrue to the customer in a unique way