Cuyahoga Falls, OH (October 28, 2016) – For Immediate Release The AIM Institutes’ Dan Adams hosted a live webinar with PDMA on October 27, 2016, entitled “Surprising New Research on B2B-Optimized VOC: Evidence for What Really Works”. The webinar was created for business executives, “owners” of product development processes, technical personnel charged with customer-facing innovation, marketing ... Read More
AIM Archives - Month: October 2016
Your company’s only path to profitable, sustainable, organic growth is understanding and improving customers’ important, unmet outcomes. Today this “understanding” is your best competitive advantage, simply because most B2B suppliers have far less customer insight than they could.
More in white paper, Timing is Everything (page 3).
More than anything else, short time horizons restrain B2B organic growth. And this leads to “internal friction” in your growth machine, specifically in 4 areas: 1) available time, 2) required skills, 3) team motivation, and 4) organizational disruptions. ... Read More
If you’re asked to cross an unfamiliar chasm, would it be risky? Hard to say. Until you learn if you’ll face a bridge or a tightrope, you can’t assess risk (probability). You’re just uncertain. Many companies fear risk in an unfamiliar market, when they should map out a plan to reduce uncertainty. This is especially easy to do in B2B markets.
More in white paper, Innovating in Unfamiliar Markets (pages 2-3).
Cuyahoga Falls, OH (October 19, 2016) – For Immediate Release New evidence shows that shifting to a customer-centric innovation approach is becoming increasingly critical to survive in the modern marketplace. Emerging techniques are empowering forward-thinking B2B companies to routinely eliminate most of their commercial risk. Dan Adams joined Planisware’s Director of Innovation and PPM Practice, ... Read More
Steve Jobs quoted Henry Ford, who said, “If I had asked people what they wanted, they would have said faster horses.’” But these men were end-consumers themselves, so they understood their markets. Most B2B suppliers, typically have much to learn about customer desired outcomes… and B2B customers are willing and able to tell them.
People sometimes ask, “Can’t I develop breakthrough products without talking to customers… like Steve Jobs did?” But they are missing some key distinctions between themselves and Steve Jobs… especially if they are B2B producers. ... Read More
That’s too bad, because customer insight—the first critical step to B2B innovation—can be learned like any other science. You examine customer outcomes (desired end-results) at nine levels. Just as a microscope’s magnification is increased, so each level reveals something new about each outcome. You should try it. Before your competitors.
More in white paper, Catch the Innovation Wave (page 8).