Leave with a testable positioning statement and a list of evidence needed to support it.
Start with a real buying situation
For the worked example, the audience is an IT manager preparing a supplier review. Their problem is that the team has a long list of findings with no agreed business priority. The desired practical outcome is an owned remediation plan linked to specific systems and risks.
The example is deliberately bounded: testing needs written scope, permission and an agreed change window. That condition should influence the promise, scope and next step rather than disappear from the marketing copy.
| Illustrative offer | a scoped security assessment and remediation workshop |
|---|---|
| Buyer question | Which systems are in scope, and which business process depends on each one? |
| Possible evidence | a redacted example of evidence, severity rationale and remediation verification |
| Useful asset | a supplier security review preparation checklist |
How to complete your positioning worksheet
- Name the customer and the situation in which they need help.
- Describe the alternative they use today.
- Choose the most relevant difference your offer can demonstrate.
- Connect that difference to a useful customer outcome.
- Test the statement in conversation and ask people to repeat what they understood.
Worked example
These entries are illustrative planning material, not research findings or customer results. Keep the structure and replace the content with verified details.
| For this customer and situation | Cybersecurity services buyers, especially an IT manager preparing a supplier review, dealing with this issue: the team has a long list of findings with no agreed business priority. |
|---|---|
| The current alternative | An existing provider, an internal process or no change. Ask which alternative the buyer actually uses. |
| Our relevant difference | A clearly scoped offer and visible evidence: a redacted example of evidence, severity rationale and remediation verification. |
| Evidence we can show | Use a redacted example of evidence, severity rationale and remediation verification; check whether it answers the buyer’s uncertainty. |
| The short positioning statement | For an IT manager preparing a supplier review, our a scoped security assessment and remediation workshop helps work towards an owned remediation plan linked to specific systems and risks. Evaluate it through assess one explicitly authorised system and review the reporting format. |
Review before using it
A useful operational measure in this example is the number of agreed priority findings with owners and verification dates. That does not automatically make it a marketing attribution metric. Define the source, period and owner before drawing conclusions.
- Does the statement distinguish the offer without inventing a claim about competitors?
- Check the delivery assumptions: Document permitted testing, data handling, exclusions and reporting recipients.
- Use evidence rather than promises. Never offer testing without authorisation or promise complete protection.
- Discuss the draft with someone who understands the buying situation. Start with: “Which systems are in scope, and which business process depends on each one?”
- If the next step is a trial, define its purpose. One possible starting point is to assess one explicitly authorised system and review the reporting format.
Common mistakes and a better review
Do not fill a missing fact with an impressive-sounding number. Mark it as an assumption, explain how you will check it and give that check an owner. A short, honest document is easier to use than an elaborate plan built on unknowns.
| Watch for | Words such as innovative or premium add little when they have no observable meaning. |
|---|---|
| A real buyer concern | Can you guarantee we will not be breached? |
| Useful response direction | No assessment can remove every risk. We can agree what we will examine, the evidence we will deliver and how remediation will be checked. |
| Evidence to collect | The buyer’s own account, a redacted example of evidence, severity rationale and remediation verification, and records relevant to the number of agreed priority findings with owners and verification dates. |
Your working sheet
Write your own version below. Notes are saved on this browser when local storage is available. Use Download to keep a separate copy; avoid adding confidential information on a shared device.
Example: Cybersecurity services buyers, especially an IT manager preparing a supplier review, dealing with this issue: the team has a long list of findings with no agreed business priority.
Example: An existing provider, an internal process or no change. Ask which alternative the buyer actually uses.
Example: A clearly scoped offer and visible evidence: a redacted example of evidence, severity rationale and remediation verification.
Example: Use a redacted example of evidence, severity rationale and remediation verification; check whether it answers the buyer’s uncertainty.
Example: For an IT manager preparing a supplier review, our a scoped security assessment and remediation workshop helps work towards an owned remediation plan linked to specific systems and risks. Evaluate it through assess one explicitly authorised system and review the reporting format.
Review your work
Tick only what you can support with your answer or practice. This is a reflection checklist, not an automated assessment.
Questions about this resource
How do I adapt this for my cybersecurity services business?
Replace the audience, offer and evidence with your actual information. Begin with a recent buyer conversation about why the team has a long list of findings with no agreed business priority, then check which assumptions match your business.
Is the filled example ready to publish?
No. It is a working example. Verify claims, permissions, prices, current capabilities and any customer information before using it externally. Never offer testing without authorisation or promise complete protection.
What should I do after completing the worksheet?
Use it to make one decision or have one focused conversation. The intended output is a testable positioning statement and a list of evidence needed to support it. Set a review date and update it when the evidence changes.
Illustrative business worksheet. No customer results, market rates, traffic volumes or performance benchmarks are implied. About these resources.