What single new practice can drive your company’s long-term organic growth more than any other? Hint: Few companies do this today, but that’s changing… and someday this will likely be a common practice. The answer: The disciplined use of Market Satisfaction Gaps (MSG) as a required “admission ticket” for entering the costly product development stage. ... Read More
When you say you want to pursue a “new market,” do you mean the market is truly embryonic? Or is this just a new market for you? If so, it’s better to call the latter an “unfamiliar market.” The customers were already there. It’s you—not the market—that’s new. This is just one example of supplier-centric thinking that permeates B2B innovation. Customer-centric thinking will take you much further.
More in white paper, Innovating in Unfamiliar Markets (page 2).
Many suppliers unwittingly detach from customers with a host of risky behaviors: 1) Asking customers to fill in boring questionnaires, 2) using interviews to “validate” their preconceived solutions, 3) failing to probe with insightful questions, and 4) neglecting to follow-up interviews with rich, ongoing engagement. Is it time to learn customer-engagement skills?
More in article, 5 Growth Risks You Can Stop Taking (Originally published in B2B Organic Growth Newsletter).