CVI
- Capability
- Value
- Implications
Related reading: This framework is part of our broader approach to Sales Engineering. Learn more about how we measure Sales Engineers and what we look for in job applicants.
Let's consider an automotive example
capability - bigger engine
value - more power, more speed
value - more noise, increased self esteem
implications - worse fuel economy
implications - potentially more anti-social
implications - potentially less environmentally friendly
capabilty - engine tuning
value - more power
value - more interesting audiatory experience
implications - more expensive parts
implications - more skill required to achieve
implications - potentially narrower power band, more intricate driving approach
SaaS Sales
Applying CVI to SaaS Sales :
- Technical Capability
- Business Value
- Commercial Implications
Technical Capability: prefetching data
Business Value
extremely rapid page navigation
improved UX
increased content engagement
Commercial Implications
Small increase in end user data request - potentially costing users money in some circumstances (mobile data plans in some countries)
Increased Bandwidth consumption
So let's add a Implication Mitigation element :
Ensure there is education and understanding the use of pre-fetch is understood at the technical, business and commercial levels.
use pre-fetch with consideration - not just every link (for example does it matter if your T&Cs load in 30ms or 1500ms)