AIM Archives - Month: March 2016

One of the best compliments I ever heard given a business leader was, “He’s a builder.”

45 Builder

If you see a business that has steadily grown over the years in size, profitability and stature… whose products have surpassed competitors’… that grinds through the hard work of delivering real customer value… that brushes aside fads, downturns and criticisms… look for the builder. If this is you, we can show you some power-tools for your next project.

More in article, Are You a Builder or a Decorator?

Quickly identify any over-served markets. Then sprint in the opposite direction.

43 Lower Price

If all customer outcomes in a market are either unimportant or already satisfied, you’ll see low Market Satisfaction Gaps. This is an over-served market, and there’s only one thing that makes these customers happy: Dropping your price. Race to more attractive markets and hope your competitors waste resources here. Have you identified your over-served markets yet?

More in article, Customer Interviews—By the Numbers (Originally published in B2B Organic Growth Newsletter).

Customer Interviews — By the Numbers

Customer Interviews By the Numbers

Qualitative interviews are important, but if you don’t continue with quantitative interviews you may still struggle with new product innovation. Many B2B producers use AIM’s preference interviews to generate Market Satisfaction Gaps for customer outcomes. A Gap over 30% indicates the market segment is eager to see improvement. ... Read More

Your R&D is probably the biggest resource sinkhole in the company.

42 Sinkhole

Where else do you invest tens of millions of dollars in personnel, so that many can work diligently on answers to the wrong questions? If your firm is like most, one-half of your product development resources are working on projects that will be cancelled or fail to yield an adequate return. You can stop this innovation malpractice with the science of B2B customer insight.

More in white paper, Catch the Innovation Wave (page 5).