AIM Archives - Tag: innovation management

If the repairman fixed your dryer when your washing machine was broken, would you pay him?

125 Dryer Repairman

Neither will customers pay you for a product they don’t need. I call this new-product failure mode, “Nice shot, wrong target.” It is far too common. Most customers really do have something “broken” that needs fixed. Figure out what this is before you design your next new product, and they’ll pay you handsomely.

More in New Product Blueprinting article, Are You Maximizing Your Profits?

All new products are not created equal. You can benefit greatly by studying winners vs. losers.

124 Winners and Losers

Some products deliver enormous profits for decades, carrying whole businesses and careers on their sturdy shoulders. And then there are the tired, the poor, the huddled masses of wretched new products you wish were on your competitors’ teeming shores. You’ll find the blockbusters always satisfy six conditions. (See link below for details.)

More in article, Are You Maximizing Your Profits?

There are many ways to improve product development that are well-tested and proven to fail.

123 Same Old Results

One is throwing more money at R&D in a Soviet-style arms race. Another is exhorting the troops to do better. An all-time favorite is asking tough project-review questions… but not training teams in the skills needed to find the answers. What if all your teams had the highest possible skills in understanding customer needs? Might this work better?

More in article, Do You Really Interview Customers?

The best value propositions aren’t created by suppliers… they’re discovered.

122 Discovery Value Propositions

Ever watch stage-gate reviews or entire workshops wrestling with The Value Proposition? It’s not pretty. In my experience, good B2B customer interviews yield potential value propositions like so many ripe apples falling from a tree. You just need to pick which to pursue. If you have to dream them up, you’re climbing the wrong tree.

More in article, Three Steps to Unbeatable Value Propositions (Originally published in B2B Organic Growth newsletter).