How to Ensure Top-Quartile Growth in a B2B Business

10-21-Ensuring-Organic-Growth-Business

How do you accelerate the organic growth of a business? And can you be confident your growth will outpace most competitors? For B2B businesses today—and the foreseeable future—the answer is yes. The steps you must take are surprisingly low-cost, simple, and ignored by most. To succeed, you need a new mindset, new capabilities, and new ... Read More

The Voice of the Customer: A Primer for Everyone

Child walking to school - Primer for the voice of the customer

“The Voice of the Customer”, an article by Abbie Griffin and John Hauser from 1993, joined the parallel worlds of academic market research with the practical discipline of new product development. As such, “The Voice of the Customer” built upon the leading framework at the time for building new products, QFD. (“QFD”, or “Quality Function ... Read More

Chasing the Fast Follower Myth

Bigfoot is as real as the fast follower

What is a “fast follower?” What’s a fast follower definition? Well, consider this: Bigfoot and the fast follower strategy have much in common. Namely, they’re both myths. Bigfoot, of course, is that Chewbacca-like beast that supposedly has roamed North America for thousands of years. And he (or she?) surely must be real because of all ... Read More

Finance for B2B Innovation: 5 Growth Stalling Sins

NPV for Innovation

Finance is the calculus of growth. Engineers, product managers, and CEOs are all guided by financial metrics to lead the business to fulfill its purpose: sustainable, profitable growth. Meanwhile, the outside world uses finance to estimate firm value and potential. Perhaps due to the breadth of stakeholders, it’s easy for a company to slip into ... Read More