Awkward Reality #85

If you like sub-optimizing, you’ll love using traditional voice-of-customer methods.

B2B companies have huge advantages over B2C, but they may not be obvious. After all, didn’t the same fellow who bought a rail car of soda ash also buy a can of soda pop? Nope. He changed… a lot. B2B customers are more technically savvy, objective, supplier-dependent, and can predict their needs. Careful reflection of these differences leads to different approaches.

More in article, B2B Customer Interviews: Are They Different?