Positioning & Messaging

Scope

Covers

• Positioning (category, ICP, differentiation, “against what alternative”)

• Messaging hierarchy (core message + pillars + proof)

• Value proposition + copy primitives (one-liner, tagline, headline/subhead, elevator pitch)

• Channel adaptation (website, sales, press pattern-matching)

• Lightweight message validation plan

When to use

• “We need clearer positioning and messaging.”

• “Rewrite our value prop / one-liner / tagline / homepage hero.”

• “People don’t ‘get it’—pipeline is sluggish and sales keeps re-explaining.”

• “Create a messaging hierarchy and proof points for .”

• “Give me 5 headline/tagline options that fit our positioning.”

When NOT to use

• You need to decide what to build (use a problem definition / strategy workflow first)

• You need a full brand identity system (visual identity guidelines, logo, UI kit)

• You need only copyediting/tone-polish of existing copy with no positioning change

• You don’t have (or refuse to assume) an ICP/use case and “alternative” to position against

Inputs

Minimum required

• Product: what it is + what it does (1–3 sentences)

• Target audience (ICP/persona) and primary use case / job-to-be-done

• Primary alternative(s): status quo, competitor, internal build, agency, manual workaround

• Differentiators + proof (features, results, customer quotes, credibility signals)

• Primary surface(s): website hero, sales pitch, deck, ads, press, app onboarding

• Constraints: tone/voice, compliance/claims, taboo words, time box

Missing-info strategy

• Ask up to 5 questions from references/INTAKE.md.

• If answers aren’t available, proceed with explicit assumptions and label unknowns. Provide 2–3 alternate positioning directions if uncertainty is high.

Outputs (deliverables)

Produce a Positioning & Messaging Pack in Markdown (in-chat; or as files if requested):

• Context snapshot (decision, ICP, use case, surfaces, constraints)

• Positioning brief (category + “against” alternative + differentiation + proof + tradeoffs)

• Messaging hierarchy (core message + 3 pillars + proof points + objections)

• Copy set (one-liner, elevator pitch, tagline options, homepage hero headline/subhead, CTA suggestions)

• Consistency enablement (“say this / not that”, internal script, sales talk track)

• Validation plan (how to test for understanding + recall; next iteration loop)

• Risks / Open questions / Next steps (always included)

Templates: references/TEMPLATES.md

Workflow (8 steps)

1. Intake + success definition

• Inputs: User context; references/INTAKE.md.

• Actions: Clarify ICP, use case, primary surface(s), and what “better” means (pipeline response, conversion, comprehension, recall).

• Outputs: Context snapshot.

• Checks: A stakeholder can answer: “Who is this for, and what will this messaging change?”

2. Choose the “against” alternative + category frame

• Inputs: Known competitors/status quo; market context.

• Actions: Identify the real alternative in the decision (status quo/workaround/competitor). Choose a category frame and a simple pattern match (“ for ”).

• Outputs: “Against” alternative + category statement options.

• Checks: The category is understandable without a glossary; the “against” alternative is explicit.

3. Write the positioning brief (specific, with tradeoffs)

• Inputs: Differentiators + proof.

• Actions: Draft a positioning statement and supporting brief: value, differentiation, proof, and what you don’t do (tradeoffs/non-goals).

• Outputs: Positioning brief.

• Checks: The positioning could not plausibly fit 3 different competitors; proof is concrete or labeled “to validate”.

4. Build a messaging hierarchy (listener-first)

• Inputs: Positioning brief; audience pains/goals; objections.

• Actions: Create: core message → 3 pillars → proof points. Add “what we mean / what we don’t mean” to prevent confusion.

• Outputs: Messaging hierarchy + proof bank.

• Checks: A first-time reader can restate the value in one sentence; message is memorable (see checklist).

5. Generate copy primitives (tight + pattern-matched)

• Inputs: Messaging hierarchy; target surfaces.

• Actions: Draft one-liner, elevator pitch, tagline options, and hero headline/subhead. Keep it direct; use pattern matching when helpful (especially for press).

• Outputs: Copy set (v1).

• Checks: Copy is concrete (specific nouns/verbs), avoids vague superlatives, and matches the category frame.

6. Create consistency + enablement assets

• Inputs: Copy set; internal stakeholders; sales/support needs.

• Actions: Produce “say this / not that”, internal description script, and a short sales talk track + “reset” explanation for confused prospects.

• Outputs: Consistency enablement section.

• Checks: Two different team members would describe the product the same way.

7. Draft a validation plan (understanding + recall)

• Inputs: Channels + time box; access to customers/prospects.

• Actions: Propose a lightweight test plan: comprehension (“what is it?”), relevance (“is this for you?”), and recall (“what do you remember tomorrow?”). Include 5–8 test questions and a decision rule.

• Outputs: Validation plan + iteration loop.

• Checks: Plan is feasible given constraints; includes a clear “revise/keep” rule.

8. Quality gate + finalize

• Inputs: Draft pack.

• Actions: Run references/CHECKLISTS.md and score with references/RUBRIC.md. Add Risks/Open questions/Next steps.

• Outputs: Final Positioning & Messaging Pack.

• Checks: The pack is usable as-is by marketing + sales + founders; assumptions are explicit.

Quality gate (required)

• Use references/CHECKLISTS.md and references/RUBRIC.md.

• Always include: Risks, Open questions, Next steps.

Examples

Example 1 (B2B SaaS): “We’re an AI QA tool for customer support teams. Create positioning + messaging and 5 homepage hero options.”

Expected: positioning brief (against ‘manual QA + spreadsheets’), messaging pillars with proof, one-liner/taglines, hero headline/subhead set, and validation questions.

Example 2 (Marketplace): “We’re moving upmarket. Reposition for IT managers and draft an elevator pitch + sales talk track.”

Expected: revised category frame and “against” alternative, updated messaging hierarchy for the new buyer, pitch + talk track, and a short enablement section.

Boundary example: “Write me a logo and brand identity.”

Response: decline visual identity work; offer to produce positioning/messaging and a brief for a brand designer.