AIM Archives - Tag: customer value

Customer value is only created when an important, unmet customer outcome is improved. Period.

89 Customer Value

Sure, you can develop products that you find exciting. But unless these products address something customers find important and unsatisfied, don’t expect them to buy them. And if customers do buy your product, they certainly won’t pay a premium. If you’re not happy about this, you’ll have to complain to Adam Smith.

More in white paper, Catch the Innovation Wave (page 8).

Maximizing shareholder value is a lovely result… but a lousy goal.

81 Shareholder Value

Tell me to increase shareholder value and I struggle to identify something I can do as an employee to raise earnings per share. Tell me to understand and increase customer value, and I can think of a dozen things to do, most of them actionable, measurable, and beneficial to our bottom line. Many of these I will find inspiring… as will others.

More in article, Why Maximizing Shareholder Value is a Flawed Goal (Originally published in B2B Organic Growth newsletter).