​In Honor of National Oreo Cookie Day, Use Our OREO Model to Target the Right Customers, with the Right Stories.

Your Story Doesn't Start With You - It Starts With Your Buyers!

Understanding who your buyers are and what they need, is critical to your story's success. The OREO Model will help you identify the organizations you need to target, the roles of the people in these organizations, their expectations of products like yours, and the outcomes they hope to achieve.

• Organizations: Identify the types of organizations that can benefit from your products/services. You can break this out by industry or actual companies. 

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• Roles: Define the titles of everyone in the buying cycle at these organizations, including the end users. Create a value proposition for each role.

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• Expectations: For each role, you need to understand the presumed and expected product attributes that they will want to know to evaluate your product. If your story doesn't meet the presumed attributes, you're in trouble. They will use the expected features to compare you to competitors. So, you'll also need a way to exceed expectations with a delighter feature. What can you offer that goes above and beyond your competition?​

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• Outcomes: Define the outcome they are looking for and how you help them achieve it. What would delight them? What value will they get from you? What problem do you solve that your competitors can't?