Awkward Reality #143
You can stop “lobbing and hoping” with prototypes and samples.
If you ask B2B customers the right questions, you can replicate their experience within your operation. Learn which outcomes they care about, which test methods simulate those outcomes, and how much satisfaction would be delivered by any test result. Do this properly and you’ll know how they’ll react before they react.
More in white paper, Catch the Innovation Wave (page 11).