Managing Customer Value
Opportunity with a customer/prospect can often be narrowed down to just two concepts: How important is the problem worth solving and How satisfied they are with present solution. Tony Ulwick of Strategyn discusses this a great deal in his concept of JTBD or Jobs-to-be-done. I often draw the Opportunity matrix on a wall and start Read More …
I think finding your beachhead market is the most important thing you can do. Even more so than having a minimum viable product. If we have an MVP and an established Target Market/Customer, we can develop the appropriate personas that we believe are correct. I like to use a persona or even a scenario type Read More …
Knut Haanaes:discusses how strategy traps repeatedly entice well-meaning organizations and people? All too often, alluring and ambitious plans for the next big thing tease with a sense of promise and growth, but ultimately fail to deliver again and again. Knut Haanaes explores the important balance between two parallel strategies: exploration – vying for what is Read More …
A marketing plan is not anything more than a hypothesis. It is the ability to learn from them and build on each conversation is what makes a plan plausible. Most marketing funnels concentrate on building linear step by step plans. They think of gathering a large group of prospects and narrowing them down through some Read More …
A Lean Approach to Marketing Yesterday’s Post: The Pull in Lean Marketing: Edges (1 of 2) When I apply Lean to Sales and Marketing, I view Lean as a knowledge building exercise. It is the deeper understanding of the customer business that we achieve through the methods of PDCA and EDCA. We are exploring opportunities and Read More …
A Lean Approach to Marketing Lean processes have changed the way we think about manufacturing. It has become one of the most embedded practices of manufacturing and is based on these five core concepts: Specify value from the standpoint of the end customer by product family. Identify all the steps in the value stream for Read More …