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 want to deliver the right product to the right market using the right message through the right media. To do this, use AIM’s approach: “Who to tell… What to tell… How to tell.” b2bgrowth.video/39 Video length [2:40] ... 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

These let you move from supplier-focused pricing (cost-plus) and competitor-focused pricing to customer-focused pricing. It’s the only way to avoid leaving money on the table b2bgrowth.video/34 Video length [2:27] ... Read More

Supplement your customer interviews with tours. Use them to a) gather context for interviews, b) look for improvement ideas, and c) gather economic data for new-product pricing later. b2bgrowth.video/33 Video length [2:35] ... Read More

Should you hire a firm to conduct your voice-of-customer interviews, or train your own people to do this? Consider these four factors to find the answer for your business. b2bgrowth.video/32 Video length [2:34] ... Read More

Sure, in-person interviews are the gold standard… but “virtual VOC” has surprising advantages. Blend in-person and web-conference interviews to optimize effectiveness and efficiency. b2bgrowth.video/31 Video length [2:38] ... Read More