Detailed understanding of the solution, its features, functions, capabilities as well as its limitations, configuration issues, and cost are essential to value proposition development.  This knowledge is used to in combination with knowledge of the customer’s process to identify improvements in the process that are feasible and have value.  Knowledge of the solution is also used to determine what specific features, functions and/or capabilities “cause” the improvements.  This is important in building a credible argument that the solution can indeed result in the stated improvement.