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 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
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?
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).
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
Imagine you spent two years developing a new product, and have just launched it. You’re waiting to tell your boss about exciting new sales… and waiting. As the months go by and you get more feedback from the field, you realize the market has responded to your launch with one big, collective… yawn. What went ... Read More