Home
Christoph Schmaltz's Library tagged → View Popular
50 Essential Strategies For Creating A Successful Web 2.0 Product [Dion Hinchcliffe's Web 2.0 Blog]
Prospering by Telling Customers to Not Purchase Your Products - Scott Anthony - HarvardBusiness.org
# Start with a deep understanding of how the customer frames the problems they are facing. It's easy for companies to fall into the trap of thinking that customers care primarily about the products they purchase. Often they don't. Those products are means to an end. In Xerox's case, it doesn't sell copiers. It sells workplace productivity. Understanding how the customer frames the problem helps to highlight different ways to address that problem.
# Build a solution that solves the customer's -- not your company's -- problem. Xerox could easily have designed a service offering that really was a veiled way for it to sell and support Xerox equipment. But that's not what the customer wants. More than half of the 1.5 million devices under Xerox management are made by other companies. Ask how a startup company with no base business to defend would approach the challenge.
# Give the new business ample freedom. Corporate antibodies can often squash new offerings that look like competitive threats. Sufficient organizational autonomy can be critical for long-term success.
Web Strategy (Advanced): Applying a Social Computing Strategy to the entire Product Lifecycle
Selected Tags
Related Tags
Sponsored Links
Top Contributors
Groups interested in product
-
Features VS Easy to use
For any product manager, it...
Items: 7 | Visits: 119
Created by: Joel Liu
-
Sell FM
Sell, Sell, SellFM Talking ...
Items: 6 | Visits: 150
Created by: Ma Theresa Camartin
Diigo is about better ways to research, share and collaborate on information. Learn more »
Join Diigo