Framework

Value Path Stages

Eight stages of natural human progression from discovery to championship.

Glossary Term
3 Related Terms

The Value Path Stages represent how humans actually progress through transformation, not how internal processes want them to behave.

The Eight Stages

1. AUDIENCE (“I am learning!”)

  • Anonymous discovery and gentle exploration
  • Signal-based recognition, not tracking or surveillance
  • Foundation for everything that follows

2. RESEARCHER (“I am researching!”)

  • Active investigation and evidence gathering
  • Supporting genuine evaluation, not premature qualification
  • Collaborative exploration begins

3. HAND RAISER (“I need help!”)

  • Authentic readiness for expert guidance after sufficient independent research
  • Timing recognition, not pressure or manipulation
  • Synchronous engagement emerges

4. BUYER (“I am buying!”)

  • Internal champion building organizational case
  • Supporting advocacy, not gatekeeping
  • Collaborative stakeholder enablement

5. VALUE CREATOR (“I must create value for the org!”)

  • Active implementation with pressure to prove decision wisdom
  • Momentum preservation through partnership, not handoff friction
  • Critical success phase requiring support

6. ADOPTER (“I realize your value!”)

  • Genuine value realization and optimization
  • Real relationship health signals, not vanity metrics
  • Sustainable value creation established

7. ADVOCATE (“I tell others about you!”)

  • Natural referral generation through authentic satisfaction
  • Trust multiplication through knowledge sharing, not incentive programs
  • Community value begins

8. CHAMPION (“I am a raving fan!”)

  • Industry leadership and methodology co-creation
  • Expertise demonstration becoming growth engine
  • Collaborative intelligence at its peak

Why These Stages Matter

vs. Traditional Funnel:

  • Honors actual human experience
  • Recognizes natural timing and readiness
  • Supports rather than forces progression
  • Measures authentic advancement, not mechanical efficiency

In Practice

Organizations using Value Path Stages:

  • Provide appropriate support at each stage
  • Recognize natural progression signals
  • Remove artificial barriers between stages
  • Measure relationship health, not just activity

Related Terms

Value Path

An 8-stage framework replacing the Demand Waterfall, recognizing natural human buying progression from discovery to championship.

Signals

Natural indicators of interest or need from human interactions, replacing the term 'leads'.

Natural Value Flow

Organic movement of value through systems, unhindered by artificial barriers or forced processes.

More Framework Terms

Co-Evolution

Mutual growth of humans and AI through continuous learning partnership.

CONVEY Framework

Structured communication approach for change management.

Customer Team

Unified cross-functional group delivering seamless customer experiences without departmental silos.

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