What Is Differentiated Value?

If you look down a set of differentiated capabilities, map that to differentiated value. Now i've got this is the value that i can provide for customers that no one else can. And once i that, now i can figure out sigmentation. So really good segmentation, one, is really specific on what makes a good fit customer. And two, it's actionable enough that marketing and sales can then use it to narrow down who it is they want to focus on. I consider that process identifying where you have an unfair competitive advantage to win exactly exacty.