“Starting in late 2001, we conducted several projects to experiment with the DPV tools for business strategy. We wanted to learn if this approach could help us achieve our goal of profitably developing innovative, differentiated customer solutions. While I had high expectations, I have to still say that we got more than I had even hoped.”
	“These projects creatively explored for new strategic ideas, looking into our direct customers, their customers, end-users, complementors, distributors, retailers, service providers, and others. We used DPVG’s very insightful method of becoming the customer’ in visiting and studying these players in the chain. DPVG also helped us convert this creative exploration into a comprehensive strategic plan, using their ‘Value Proposition/Value Delivery System’ framework. They also showed a great ability to help us quantitatively model the economics of our strategies, current and new. And, unlike some consulting firms, DPVG was very prepared and willing to roll up their sleeves and help us implement. Supporting all the above, they use very senior people with many years experience growing businesses and helping clients apply DPV.”
	“In the most important ‘experiment,’ DPVG helped us fundamentally and systematically analyze the relevant market-space, then identify and evaluate a major new insight. Again very systematically, they then helped design an innovative, practical way to turn this insight into actionable opportunity. We were extremely pleased with this work, the kind of ‘out-of-the-box’ thinking we always want but rarely get.”
	“Moreover, in an unusual feature for an ambitiously innovative new strategy, the fall-back positions are also well thought-out, and would still leave us much stronger than today. In the worst case scenario, Eastman would benefit greatly from the capabilities and relevant market knowledge we will gain.”
	“Many people talk about developing “integrated strategies” that encompass “the whole value chain,” but often don’t really understand what those words mean, and almost never deliver. This work actually produced such a strategy, and I feel it is the finest strategy work I have seen in my whole career at Eastman Chemical.”

	“We worked with DPVG, using their approach, in 1999-2000 to develop specific Value Propositions for various segments of our customer base. The techniques employed by DPVG were helpful in defining, specifically, the value to be delivered to each of three sets of entities in our value chain. It gave us the framework for engaging our channel partners, in detail, on what we expect of them, and how that relates to the value to be provided to their customers, the final users of our product.
	“Their “Video 1” approach - creating a virtual video of the customer interacting with our products and services - brought to life the benefits that our customers value, and the problems that they value avoiding. This technique made it easier for us to understand why customers ask for certain things. It also made it easier to see opportunities for us to add value that we had not recognized before.
	“DPVG successfully challenged us “to think outside the box” for our solutions, while making sure that we were biting off only as much as we could chew with our available resources. The “solution” we arrived at was practical and aspirational. I attribute that to the level of interaction of DPVG with our organization and with our customers, and to the depth and breadth of the practical experience that DPVG brought to the project.