AIM Archives - Month: April 2016

Don’t hire more R&D resources until you shift existing personnel “up and out.”

50 Scientists Getting Out

You shift resources “up” by investing manpower earlier in understanding market needs. This lets you be more successful later in developing solutions. You shift resources “out” when employees spend less time talking to each other… and more time directly engaging customers, through interviews and tours. Develop new skills for this, and create a new company culture.

More in white paper, Catch the Innovation Wave (page 6).

It is unreasonable to expect sales calls to drive your innovation efforts.

49 Sales Visit

Your sales force should play a key role in innovation-focused interviews. But not by themselves. Unaccompanied sales reps seldom attract all the right customer contacts, and they’re not rewarded for the long time horizons required. Besides, market-facing innovation requires central coordination, since a single sales territory won’t contain all the needed prospects.

More in article, Why Your Sales Force Can’t Hear the Customer’s Voice (Originally published in B2B Organic Growth Newsletter).

The higher your “insight level,” the greater your customer engagement will be.

47 Engaged Customer

Research shows customer engagement is critical to successful innovation. This engagement increases as you move through six “insight levels”: 1) Deciding what customers want in your conference rooms, 2) polling your sales force, 3) conducting customer surveys, 4) qualitative VOC, 5) quantitative VOC, and 6) B2B-optimized VOC. Where are you?

More in article, Boosting Innovation…In One Easy Lesson (Originally published in B2B Organic Growth Newsletter).

Boosting Innovation… In One Easy Lesson

You can triple profit growth by engaging customers in your innovation process. Do this by “moving up” in these 6 levels of customer engagement: 1) our conference rooms, 2) asking our experts, 3) customer survey, 4) qualitative VOC interviews, 5) quantitative VOC interviews, and 6) B2B-optimized VOC interviews. ... Read More

Most companies can double their R&D resources… for free.

46 Double Resources

Want to add employees who know your technologies and markets, can start work tomorrow, and cost nothing more? It’s easy: Just kill the dead-end projects that tie up half your resources. Free your people to work on projects your customers actually care about. It’s not hard to learn which projects to kill. In fact, strong project teams will halt weak projects on their own.

More in white paper, Catch the Innovation Wave (page 6).