AIM Archives - Month: September 2018

Most B2B firms can make one simple change that will revolutionize their innovation results.

176 Market Satisfaction Gap

This can super-charge your organic growth: Don’t let your R&D conduct any product development work without unbiased, unfiltered data on what customers do and do not want. Market Satisfaction Gaps—based on importance and satisfaction scores for customer outcomes—provide this. You’ll free up enormous resources by working on only what matters.

More in white paper, Catch the Innovation Wave (page 13).

Dan Adams leads webinar for ISBM “Diagnosing Your B2B Growth: New (free) Tools to Benchmark & Drive Organic Growth

Dan Adams leads a webinar for ISBM, “Diagnosing Your B2B Growth.” In this webinar, Dan Adams discusses the top drivers of growth based on The AIM Institute’s research… and introduces a new (free) diagnostic service B2B companies can use to benchmark themselves against top quartile and top decile performers. Available now on demand About ISBM: The ... Read More

Seek more from your B2B customer interviews.

175 Seek More

What else is there besides hearing customers’ needs? Impress them so they’ll want to do business with you. Incorporate your insights into a value calculator to optimize pricing. Use their precise interview language on your website to improve SEO. Uncover unspoken needs in a post-interview customer tour. Understand their next best alternative. Never stop learning.

More in article, You Already Answered 4 Questions, but… Correctly?

Even our language exposes our supplier-centric innovation thinking.

174 What is New 1

When you say you want to pursue a “new market,” do you mean the market is truly embryonic? Or is this just a new market for you? If so, it’s better to call the latter an “unfamiliar market.” The customers were already there. It’s you—not the market—that’s new. This is just one example of supplier-centric thinking that permeates B2B innovation. Customer-centric thinking will take you much further.

More in white paper, Innovating in Unfamiliar Markets (page 2).

Starting NPD without customer insight is like starting a shoving match with a sumo wrestler.

173 Sumo Wrestler

In either case you should ask, “What was I thinking of when I started this?” Especially if you are a B2B supplier with knowledgeable, interested, rational customers, who want you to know their needs. And a science already exists for completely understanding these needs. Maybe it’s time to stop throwing salt and begin learning a better approach?

Learn more in our e-book, Reinventing VOC for B2B