Managing Customer Value
[arve url=”https://youtu.be/gB0mnLUv-UU” thumbnail=”24538″ /] In the Funnel of Opportunity, we think about marketing in the reverse order. We start with our core customer and core value proposition. With a start-up, it is with our beachhead market. When we start our marketing with core customers; things begin to change. We create better relationships and a higher level Read More …
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“When you want to spend the rest of your life with someone, you want the rest of your life to start as quickly as possible.” – Billy Crystal at the end of When Harry Met Sally When we think about our sales/marketing funnels or as the title of this blog states, The Engagement Funnel, do we Read More …
The Author of The Digital Transformation Playbook: Rethink Your Business for the Digital Age (Columbia Business School Publishing), David Rogers, is my podcast guest next week. The excerpt below was captured after the podcast and I thought of high enough value to share. Hope you enjoy! Joe Dager: The part that I like about and I Read More …
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 …