The AIM Institute > Awkward Realities > Most B2B commercial risk is avoidable. Risk-takers should get their thrills elsewhere.

Awkward Reality #202

Most B2B commercial risk is avoidable. Risk-takers should get their thrills elsewhere.

Dan Adams |
202-Taking-Risks

When do most producers resolve commercial risk? After product launch, when they learn if their product is a success or failure. You can build a “certainty time machine” and remove most commercial risk in the front-end of innovation. But only if you’re serving B2B customers, who can explain nearly all that you need to know.

More in white paper, Guessing at Customer Needs (page 5).

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