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Author: Sheila Mello
Publisher: AMACOM/American Management Association
ISBN: 9780814406687
Category : Business & Economics
Languages : en
Pages : 223
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Book Description
Despite the prodigious research and money devoted to new product development, nearly nine in ten new products fail to solve a perceived need--and are gone within their first two years. This unique new book introduces and explains Market-Driven Product Definition (MDPD), a proven methodology for identifying and understanding customer-value-based needs, then turning them into products that consistently break through the clutter of the marketplace. Drawing on techniques developed by experts from MIT, the University of Chicago, and the Center for Management of Quality, as well as product development experiences from inside hundreds of top companies, including Abbott, Compaq, and Cisco, the book reveals MDPD techniques managers can use to: * Determine customer needs and value-based requirements * Choose which requirements to satisfy in order to distinguish their products from the competition * Determine which trade-offs can--and must--be made in product development * Decrease time to market by up to 40 percent and minimize time to profit.
Author: Sheila Mello
Publisher: AMACOM/American Management Association
ISBN: 9780814406687
Category : Business & Economics
Languages : en
Pages : 223
Get Book Here
Book Description
Despite the prodigious research and money devoted to new product development, nearly nine in ten new products fail to solve a perceived need--and are gone within their first two years. This unique new book introduces and explains Market-Driven Product Definition (MDPD), a proven methodology for identifying and understanding customer-value-based needs, then turning them into products that consistently break through the clutter of the marketplace. Drawing on techniques developed by experts from MIT, the University of Chicago, and the Center for Management of Quality, as well as product development experiences from inside hundreds of top companies, including Abbott, Compaq, and Cisco, the book reveals MDPD techniques managers can use to: * Determine customer needs and value-based requirements * Choose which requirements to satisfy in order to distinguish their products from the competition * Determine which trade-offs can--and must--be made in product development * Decrease time to market by up to 40 percent and minimize time to profit.
Author: Ivy F. Hooks
Publisher: Amacom Books
ISBN: 9780814405680
Category : Business & Economics
Languages : en
Pages : 314
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Book Description
This is a guide to eliminating the waste of time, money and effort resulting from poor product development. It provides product definition requirements needed at the start of any product development process.
Author: Peter Fader
Publisher:
ISBN:
Category : Business planning
Languages : en
Pages : 128
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Book Description
Not all customers are created equal. Despite what the tired old adage says, the customer is not always right. Not all customers deserve your best efforts: in the world of customer centricity, there are good customers...and then there is pretty much everybody else. Upending some of our most fundamental beliefs, renowned behavioral data expert Peter Fader, Co-Director of The Wharton Customer Analytics Initiative, helps businesses radically rethink how they relate to customers. He provides insights to help you revamp your performance metrics, product development, customer relationship management and organization in order to make sure you focus directly on the needs of your most valuable customers and increase profits for the long term.
Author: PDC Professional Publishing
Publisher: PDC Professional Publishing
ISBN: 0615382630
Category : Business & Economics
Languages : en
Pages : 292
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Book Description
Author: Sathit Parniangtong
Publisher: Springer
ISBN: 9811044422
Category : Business & Economics
Languages : en
Pages : 341
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Book Description
This book presents strategies that put the customer at the center of an enterprise. It elaborates on the reasons for viewing customers as assets that a firm needs to acquire, develop and cultivate in order to generate profitable relationships, and champions customer profitability as the metric for measuring business performance. Further, it advocates the need to provide solutions to customers’ requirements with bundles of products and services. It broadens the definition of customer value beyond tangible benefits and price to include both tangible and intangible benefits and total ownership costs, while embracing a variety of unique customer needs. The book highlights the value of business planning, marketing and sales mechanisms and changing employee behavior to create lifelong, high-value profitable customer relationships that satisfy the customer’s needs. Competitive Advantage of Customer Centricity maps a new journey that entire organizations must undertake in order to achieve these lucrative goals.
Author: David Loshin
Publisher: Elsevier
ISBN: 0124115136
Category : Computers
Languages : en
Pages : 105
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Book Description
Using Information to Develop a Culture of Customer Centricity sets the stage for understanding the holistic marriage of information, socialization, and process change necessary for transitioning an organization to customer centricity. The book begins with an overview list of 8-10 precepts associated with a business-focused view of the knowledge necessary for developing customer-oriented business processes that lead to excellent customer experiences resulting in increased revenues. Each chapter delves into each precept in more detail.
Author: Sasha Petschnig
Publisher: GRIN Verlag
ISBN: 3640120167
Category :
Languages : en
Pages : 38
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Book Description
Seminar paper from the year 2008 in the subject Business economics - Trade and Distribution, grade: 1,8, Leeds Metropolitan University, course: Strategic Services Management, 15 entries in the bibliography, language: English, abstract: Each business should have one major focus to be able to develop and satisfy the market needs. Obviously this focus is the customer. It does not matter who the customer is defined as he/she has to be defined for each company in a different way. The main thing is that all efforts are addressed to the customer. Every company sells products or services to customers so from a quality assurance point of view it is crucial to develop products in reference to market needs or customer needs respectively. This is the focus for the assignment. A general guideline for an efficient product development process should be created with the overall objective - customer centric product development combined with an improved internal workflow. Anderson et al (2006, p. 1) states that customer value proposition is one of the most widely used terms in business in recent years. So it is important that a company is able to help customers understand the superior value of the products or service offered. Under pressure to keep costs down, customers may only look at the price and so it is important to think about the customer value proposition but also the comparison to the competitors of a specific market environment. This should flow into this assignment as well. Another problem of product development is that in many companies it is rather influenced by opinions of different sales people then by facts and figures. According Annacchino (2007, p. 101) a lot of companies tend to make a mistake at the product definition step, so that the customer is not really involved in the product development process. In reference to the definition of customer-defined needs there are different ways: - A company can use direct customer surveys to solicit feedback and to obtain i
Author: Peter Fader
Publisher: University of Pennsylvania Press
ISBN: 1613631413
Category : Business & Economics
Languages : en
Pages : 136
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Book Description
A 2019 Axiom Business Award winner. In The Customer Centricity Playbook , Wharton School professor Peter Fader and Wharton Interactive's executive director Sarah Toms help you see your customers as individuals rather than a monolith, so you can stop wasting resources by chasing down product sales to each and every consumer.
Author: Michael T. Bosworth
Publisher: McGraw Hill Professional
ISBN: 0071639845
Category : Business & Economics
Languages : en
Pages : 305
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Book Description
The Web has changed the game for your customers—and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience. Your business and its people need to be“CustomerCentric”—willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways. CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results: Having conversations instead ofmaking presentations Asking relevant questions insteadof offering opinions Focusing on solutions and notonly relationships Targeting businesspeople insteadof gravitating toward users Relating product usage instead ofrelying on features Competing to win—not just to stay busy Closing on the buyer’s timeline(instead of yours) Empowering buyers instead of tryingto “sell” them What’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics—and beyond—ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one.
Author: Blake Morgan
Publisher: HarperCollins Leadership
ISBN: 1400213649
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
With emerging technology transforming customer expectations, it's important to keep a laser focus on the experience companies provide their customers. Tomorrow's customers need to be targeted today! Customer experience futurist Blake Morgan outlines ten easy-to-follow customer experience guidelines that integrate emerging technologies with effective strategies to combat disconnected processes, silo mentalities, and a lack of buyer perspective. The Customer of the Future explains how today's customers are already demanding frictionless, personalized, on-demand experiences from their products and services, and companies that don't adapt to these new expectations won't last. This book prepares your organization for these increasing demands by helping you do the following: Learn the ten defining strategies for a customer experience-focused company. Implement new techniques to shift the entire company from being product-focused to being customer-focused. Gain insights through case studies and examples on how the world's most innovative companies are offering new and compelling customer experiences. Tomorrow's customers will insist on experiences that make their lives significantly easier and better. Craft a leadership development and culture plan to create lasting change at your organization!
