Picture this: A customer tells your sales rep what they want, who hands it off to your R&D. This clever customer tells your competitors the same thing. Terrific. If more than one supplier crosses the finish line, you can forget any price premium. Try this: You choose the race conditions by targeting an attractive market, and exploring its needs better than competitors.
More in article, Are You Squandering R&D Resources?
What if your R&D was guessing at customer needs—and guessing badly? A new study by The AIM Institute shows this is exactly the case for most B2B companies. Cuyahoga Falls, OH (November 13, 2016) – for immediate release Cuyahoga Falls, OH (November, 2016)—Experts have bemoaned the low success rates of new products for years. One highly-respected researcher, Dr. Robert ... Read More
You begin by uncovering, understanding, defining and setting outcomes’ direction… and end by quantifying their value. Skipping just one level dramatically decreases your odds of a highly-profitable new product. Do you know how many levels are baked into your new product development process? If you don’t, it’s less than nine.
More in article, The Science behind Great Value Propositions (Originally published in B2B Organic Growth newsletter).
It’s risky to incrementalize… but “great hope” projects often absorb huge resources and end with a whimper. What’s the answer? Get out more. Spend more time in customers’ worlds to reduce commercial risk. And reduce technical risk through open innovation, tapping into external technologies. You can’t thrive today without external insight. (Hmmm… “exsight”?)
More in article, The Commodity Death Spiral (Originally published in B2B Organic Growth newsletter).
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
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.
More in article, Should You Develop New Products like Steve Jobs? (Originally published in B2B Organic Growth Newsletter).