AIM pioneered taking notes so B2B customers can see them. This helps in 5 ways: 1) real-time correction, 2) idea “spring-boarding,” 3) customer prioritization, 4) no transcribing later, and 5) customer engagement. ... Read More
Back to the future! Let’s revisit this interview with Dan Adams from 2010. It appears that we still have major opportunities to improve B2B innovation! Contact us here and let us know what changes that you’ve seen! *Interview with Dan Adams; from May, 2010 Interviewer: How do you assess how well a B2B firm’s ability ... Read More
Dan Adams: Congratulations! How long have you been working on this project? Scott Burleson: Thanks! I started working on a book about 14 years ago. It was originally going to be a comprehensive guide for product managers. But the deeper I went, the more that I realized that my true passion was much more about ... Read More
Research shows top sales professionals ask customers questions such as, “What problems are you facing?” Why not ask this before you develop a new product —not just afterwards? Such questions engage, so customers are often “half-sold” by your launch date. And their answers let you create much better new products. So… one question, two benefits.
More in Leader’s Guide Videos Lesson 17, Engage your B2B customers
In a whispered voice, a B2B business executive confided to me that his company seldom spent more than $10k on their product launches… even after spending hundreds of thousands developing the product. This isn’t launching a product. This is kicking it off the loading dock and hoping someone finds it.
More in article, Stop Squandering Your Product Launch Budget
If you want to create an unbeatable value proposition with your B2B product, understand customer value by moving to the highest of 6 levels for customer insight. Then quantify value by building a value calculator, and communicate value with a B2B-optimized product launch. ... Read More
How can you know with absolute confidence that you’ve put together all the key elements of a winning product launch plan? Prepare these 5 product launch plan documents: 1) Launch Plan Executive Summary, 2) Prospect Profile, 3) Message Brief, 4) Media Guide, and 5) Launch Results. ... Read More
Enjoy your best-ever B2B product launch using 12 tips from the AIM Institute's e-book. Features LaunchStar software which delivers a comprehensive 2-page launch plan executive summary. ... Read More