AIM Archives - Library Category: Whitepapers

Sales Call Preparation with AI

Download The AIM Institute’s white paper, Sales Call Preparation

Preview: Sales Call Preparation with AI The research on B2B sales call preparation isn’t encouraging: 75% of B2B executive buyers say salespeople are not knowledgeable about their business… and do not understand the issues they face.  Unsurprisingly, only one in four salespeople get agreement from these buyers to meet again. To fix this, you must ... Read More

Key Account Blueprinting


PREVIEW: Key Account Blueprinting New Product Blueprinting is the world’s leading B2B voice-of-customer methodology. It’s typically used to understand the needs of an entire market and leads to superior new product development for that market. But some clever Blueprinting users have applied the same interview methods to one large account at a time. This is ... Read More

Everyday VOC (EVOC)

Everyday VOC... a white paper from AIM Institute

Preview: Everyday VOC You can turn your sales force into a learning force with Everyday VOC. When they probe deeply and capture customer needs uniformly in your CRM, you’ll gain unprecedented market insight. And they’ll sell more. Your B2B customers have a long list of problems to be solved. But it’s not their job to ... Read More

Commercialize Technology


Preview: Commercialize Technology Perhaps your company’s engineers or scientists have developed some cool new technology. But can you commercialize it? And if you can, how long will it take to find the right market for it? If your company struggles to commercialize technology today, try these six steps. Step 1. Separate your jungle animals and ... Read More

Design Thinking for B2B


Preview: Design Thinking for B2B If you develop new products, a design thinking process can help. All the more so if you’re a B2B innovator: You can upgrade the most important parts of design-thinking in ways consumer goods developers can only wish for. But you must do steps 1 (Empathize) and 2 (Define) differently for ... Read More

B2B vs B2C


Preview: B2B vs B2C B2B professionals have advantages their B2C counterparts can only wish for. When you fully grasp 12 B2B vs B2C differences, you’ll know how to excel at understanding and meeting customer needs. And this is the key to organic growth. When you consider B2B vs B2C, which market profession has greater advantages? ... Read More

New Innovation Metrics


Preview: New Innovation Metrics You need leading indicators to drive your new-product innovation forward… not watch it in the rear-view mirror. With two new innovation metrics, you’ll build growth capabilities and ensure you understand customer needs. Today, the most commonly used innovation metric is the vitality index: percentage of revenue from products launched in the ... Read More

Virtual VOC (VVOC)

Virtual VOC Whitepaper

Preview: Virtual VOC (VVOC) Some companies dismiss web-conference voice-of-customer interviews because in-person interviews are “better.” Sure, meeting with someone in-person is indeed the gold standard: A 2-hour in-person interview is usually superior to a 2-hour virtual VOC (VVOC) interview. But what if you spent ten hours of travel for the in-person interview and zero hours ... Read More

Market Satisfaction Gaps

Market Satisfaction Gaps Whitepaper

Preview: Market Satisfaction Gaps Can one simple change drive unprecedented organic growth from your new product pipeline? This upgrade only works if you are making the same blunder as most B2B companies today…. one that future B2B innovators will surely avoid. Here’s the test to see if you “qualify” for this upgrade: Do your development-stage ... Read More

B2B Lean Startup: Expanding the Build-Measure-Learn Cycle

build measure learn

Preview: Lean Startup  Cyclefor B2B: Applying Build-Measure-Learn to Innovation “Build measure learn”, a cycle of improvement from operational science, is applied to innovation within the “Lean Startup” method. Most B2B suppliers can do even more with a critical adjustment seldom needed for consumer products. So before you begin showing customers minimum viable products, be sure ... Read More

Innovating in Unfamiliar Markets: How to De-risk Transformational Projects

IUM Whitepaper 3d

Preview: Innovating in Unfamiliar Markets: How to De-risk Transformational Projects Does your company pursue bold, transformational projects… or does it pursue incrementalism? Does it try to enter unfamiliar markets… or “play it safe” in the same old market segments? We know that some high-performing companies benefit greatly from transformational projects. They seem to be able ... Read More

Guessing at Customer Needs

GCN Whitepaper 3d

Preview: Guessing at Customer Needs What are the chances your product development teams understand B2B customer needs well enough to set the right new-product objectives? Picture a six-sided die with one “Yes” and five “No’s,” and you’ve got your answer. How do we know this? The AIM Institute studied 50 new product development teams from ... Read More