Did you buy home-owner insurance… even though it’s unlikely your house will burn down this year? How confident are you that you truly understand customer needs when you develop new products? Our research shows most companies do not. So why not have your teams trained in the latest B2B voice-of-customer insight methods? Think of it as insurance. Or better yet… as a strong preventative, like fire-proofing your house.
See video on B2B voice-of-customer at www.vocforb2b.com.
Some would say that investments in Voice of the Customer are “too expensive and time consuming.” After all, does it really make sense for employees to spend time on VoC projects? For them to be on the road, interviewing customers? Instead, shouldn’t they be doing things that “drive sales?” Like working more shows? Assisting sales ... Read More
Many ventures try to create new products or services under conditions of market uncertainty. This is a huge challenge for B2C. But uncertainty does not exist in the minds of most B2B customers… who have great knowledge, interest, objectivity and foresight. If you know how to access this, your supplier uncertainty will plummet.
More in white paper, Lean Startup for B2B (page 12).