Managing Customer Value
Are you doing the necessary research to give your products/services half a chance? What do you presently learn from your sales and marketing efforts? Are they always increasing your knowledge about your customers? Prospects? I found it helpful to review this framework and ask these questions upfront, and several times during the product/service development process. It Read More …
This is a not so simple exercise I use when working with customers in a Business Development capacity. We work from the known to the unknown in an iterative fashion. We do this initially for our Core Value Stream, Key Accounts, Key Segments, Key Markets and in that order. If you can complete this, I Read More …
The further we are from our customers’ knowledge base the more effort has to be made to create a larger and larger supply of prospects. When typical product-based organizations think of co-creation, they think of their engineers working with customers to develop their products in a more customer-friendly way. That is one way, but the Read More …
Technology is amazing. I have worked with primarily SaaS type companies over the past 5-years and amazed at the technology advancements and sophistication during this time. There seems to be no end to technology. Even adding to this is the amount of sophistication that has gone into the analytics and not only do we have Read More …
Can you describe the bunny that will arrive this Easter Morning? How would you identify this bunny as a success? The following list summarizes a few characteristics that may help you describe your ideal bunny. For people that are not familiar with bunnies, in parenthesis is more organizational type characteristics. Size (volume, value, profit): I prefer Read More …
In the 12-step process of the Funnel of Opportunity, the first step is to identify Key Accounts. With these accounts, our first instincts are to think of how we market towards them or the tools we need to penetrate the accounts. To sell more of what we are selling. I think it is just as important to learn Read More …