HOW TO DISCOVER CUSTOMER VALUE? TOOLS TO GROW YOUR BUSINESS Paperback – 10 October 2021

“How to Discover Customer Value” is a book for practitioners. The Customer Action Cycle provide a practical framework for understanding what drives customers and locating multiple value drivers. Parthasarthy, the author, showcases examples drawn from multiple industries on how these frameworks allow for effective targeting of customers. The use of a Venn diagram approach to identify potential Inactive, Sceptical and Fuzzy customers accompanied by real world examples from Harley-Davidson, InVerb, Idea Cellular etc was very interesting. All these are brought together into a practical tool called the Value Discovery Canvas accompanied by cases drawn from the world of business.Overall, the book provided me useful structures to think about customers in a comprehensive manner. I would have preferred if the book had more graphics and slightly less written content.I can see how it will benefit multiple companies that I work with. I believe many others too will reach the same conclusion.

This book is a gem for those looking to deepen their insights on the topic of customer needs and value. As digital takes over the concepts of discovery of customer unmet needs are ven more relevant today. Through a rich collection of examples and analysis, using a customer value framework, this book shows how one can discover as yet untapped markets and needs. USing the tools its possible to find cources of customer value even in crowded markets. The pandemic has only enhanced the need for such an insightful work.

This book provided a range of insights into the customers mind while staying agnostic of sector or industry - not an easy feat at all. Glad to have read it and looking to apply some of these ideas to my work at Lighthouse.

The book emphasizes on the importance of customer value discovery and provides a simple and yet logical structure to discover where value resides and tools to help find it.Perspectives that have been endorsed by leading marketing profs and CXO level practioners. The book has many real life examples that makes the book an interesting read.As an entrepreneur I could connect easily with it. It will be helpful to many budding entrepreneurs and business leaders.

In the present times when there is so much of a competition , Agressive sales promotion of products and variety of products available it becomes important for a manufacturer to know or evaluate the customer needs with proper tools and direct the sales campaigns in the right direction to effectively handle competition . The book highlights the definitions of customer needs and provides guidance to avoid wasteful expenditure. A must read .Shailendra Goswami

The ideas, examples, anecdotes and clarity of thought made it a delight to read. It is evident that the there has been serious research behind this book. I am involved in teaching Software Product Management and this book is certainly worth recommending to every budding entrepreneur. Congrats to the author!

Speaking from my personal experience as a founder, organised insights on entrepreneurship are the most sought after. The book so succinctly represents deep research based concepts on Customer Value. Reading through numerous relevant examples of today, makes it the most interesting read !

Very interesting examples and frameworks cited by the author. It’s a must read for a budding entrepreneur and for also a marketing person. I also gifted this to one of my friend who recently started a business