Imagine you just launched your new product and the market responded with… one big collective yawn. Was it a poorly orchestrated launch? Perhaps, but it’s more likely your launch was doomed a couple of years earlier by poor front-end work. Our research shows five of six B2B product development teams lack a clear understanding of market needs before conducting B2B-optimized VOC. Without this insight, your launch might be putting lipstick on a pig.
More in article, Your failed product launch was probably doomed earlier
The Oxford Dictionary defines a factoid as an item of unreliable information that is repeated so often it becomes accepted as fact. Too often in product development, what we view as a fact is just a factoid. Its fine to have assumptions, but make sure they don’t dress up as facts. What you think you know is more dangerous than what you know you think.
View video, De-risking Transformational Projects
Most B2B companies are far too “relaxed” about their product launches. Here’s a good roadmap: The Right Product delivered to the Right Market using the Right Message through the Right Media. This especially helps you make market-specific choices from 9 traditional and 9 online promotional media.
More in ebook, 12 New Rules of B2B Product Launch
Should your product launch include email… trade shows… pay-per-click? Every market segment tends to favor different venues to learn about new ideas. Rather than guessing—and squandering your budget—you should study customers’ behavior. Don’t think, “How do we communicate?” Instead think, “How do they learn?”
More in article, Stop Squandering Your Product Launch Budget
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
When you launch a product, do customers instantly begin buying? Or do they need months of deliberation? Start them deliberating well before your launch with engaging interviews and follow-up. Customers will help you make course corrections for a better new product… and when you’re ready to sell, they’ll be ready to buy much faster.
More in article, The Missing Objective in B2B VOC
That’s too bad. They could follow 12 rules to dramatically improve their launches. A new approach is needed for three reasons: 1) The digital age is changing everything. 2) B2B marketers have been following the rules of consumer goods marketers too long. 3) Much more rigor is needed than most B2B companies apply today.
More in e-book, 12 New Rules of B2B Product Launch
Imagine you spent two years developing a new product, and have just executed your B2B product launch. 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… ... Read More
Many companies develop and lob new products at their B2B customers without first exploring their needs. There may be less efficient ways to understand customer needs than waiting to see if they buy your product… but I truly don’t know what they would be. Years from now, companies will be amazed that our innovation methods were so supplier-centric and inefficient.
More in white paper, Timing is Everything (page 5).
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
