Blog Category: Innovation

It may seem safe to only work on “me-too” and incremental new products. But it’s not. Adams’ Risk Paradox is, “A business built on low risk is at great risk.” b2bgrowth.video/42 Video length [2:20] ... Read More

Technology development is science-facing; product development is market-facing. The former turns money into knowledge; the latter turns knowledge back into money. b2bgrowth.video/41 Video length [2:34] ... Read More

A stage-and-gate process does much well, but only manages the interface between a company and its teams. Add “customer insight skills” for the interface between teams and customers. b2bgrowth.video/40 Video length [2:10] ... Read More

You can deliver $80,000 of NPV by accelerating a typical B2B new product launch by just one month. Here are 4 ways to accelerate your projects… and boost success rates while you’re at it. b2bgrowth.video/38 Video length [2:26] ... Read More

Here are the 12 points of a strong B2B Business Case. Also consider an abbreviated-but-powerful 6-point “Market Case” as your entry ticket into the development stage. b2bgrowth.video/37 Video length [2:49] ... Read More

The price premium your product gets is driven by its value over customers’ next-best alternative. Here’s the only reliable way to quantitatively assess competing products’ value. b2bgrowth.video/36 Video length [2:41] ... Read More

These 4 common practices practically ensure confirmation bias and squandered new-product R&D. Escape this trap with quantitative interviews and Market Satisfaction Gaps. b2bgrowth.video/35 Video length [2:45] ... Read More

Bucket #1 is Technology Development… science-facing innovation that turns money into knowledge. Bucket #2 is Product Development… market-facing innovation that turns knowledge back into money. Bucket #3 is Process Development… optimizing the production of existing products to make money more efficiently. Don’t focus on customer needs for Bucket #1 (it’s too early) or #3 (it’s too late)… but do this very well for Bucket #2. In the entire money-making process, this is your greatest point of leverage today.

More in article, Target Customer Needs and Win

In most business situations, you don’t want surprises. But you do want to be surprised by customer needs missed by competitors. You need to conduct interviews led by the customer, not you. b2bgrowth.video/25 Video length [2:20] ... Read More

Instead of starting with their solution, B2B companies should begin with the customers’ “job-to-be-done”… and learn which outcomes are leading to “imperfection” in that job. b2bgrowth.video/20 Video length [2:25] ... Read More

Market concentration takes market segmentation to the next level. It’s the disproportionate concentration of resources on markets you identify as “Attack” or “Study” in strategic planning. b2bgrowth.video/17 Video length [2:10] ... Read More

There are many ways to segment customers, but for innovation purposes, segment into “clusters of customers with similar needs.” Do this to maximize your effectiveness and efficiency. b2bgrowth.video/16 Video length [2:51] ... Read More

First-order actions like spending freezes and travel bans lead to second-order growth declines. Your leadership team needs to be wary of “first-domino fixation” and “first-domino amnesia.” b2bgrowth.video/11 Video length [1:55] ... Read More

Want rapid, profitable, sustainable growth? Most otherwise-fine initiatives cannot deliver this, e.g. productivity, quality, sales training, customer intimacy, global expansion, and acquisitions. b2bgrowth.video/8 Video length [2:31] ... Read More