AIM Archives - Tag: value propositions

A customer outcome is like a scientific specimen, waiting to be examined and understood.

449-Scientific-Specimen

Great value propositions begin and end with customer outcomes. It’s like collecting specimens, sliding them under your microscope, and continuing to turn up the magnification. The careful researcher doesn’t have to agonize over the right value proposition. It comes into increasing focus, waving its arms and screaming to be addressed.

More in white paper, www.b2btimingiseverything.com (page 9)

What’s the most important thing to improve… to drive profitable, organic growth?

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We asked this question of 540 B2B professionals—with over 10,000 years of combined experience. Of 24 possible growth drivers, what were they most eager to improve? Market insight. We defined this as “Obtain market insight proactively to drive strategic decisions (vs. being just customer-reactive).” Just as quality and productivity each had their waves of popularity, so market insight is increasingly sought today. Here’s a short video on one way to succeed: Focusing the fuzzy front-end of B2B product development.

More in research report, What Drives B2B Organic Growth?

What’s the #1 driver of profitable, sustainable growth? Survey says…

274-Create-Value

Our survey of 540 B2B professionals—with over 10,000 years of combined experience—investigated 24 possible growth drivers. The highest rated driver of growth was delivering strong, differentiated value propositions. Doing so requires both 1) understanding and 2) meeting customer needs. Respondents felt a much greater desire to improve the former (understanding) than the latter (meeting.) Of 24 growth drivers, what were they most eager to improve? Market insight.

More in research report, What Drives B2B Organic Growth?

A customer outcome is like a scientific specimen, waiting to be examined and understood.

62 Scientific Specimen

Great value propositions begin and end with customer outcomes. It’s like collecting specimens, sliding them under your microscope, and continuing to turn up the magnification. The careful researcher doesn’t have to agonize over the right value proposition. It comes into increasing focus, waving its arms and screaming to be addressed.

More in white paper, Timing is Everything (page 9).