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  • Upadrista, Venkatesh  (1)
  • Wattman, Jessica  (1)
  • Boston, MA : Safari  (1)
  • New York : AMACOM  (1)
  • New products  (2)
  • 1
    ISBN: 9780814438084 , 0814438083
    Language: English
    Pages: 1 online resource (1 volume) , illustrations
    Parallel Title: Erscheint auch als
    Keywords: Creative ability in business ; New products ; Cost effectiveness ; Consumer satisfaction ; Electronic books ; Electronic books ; local
    Abstract: Successful innovation doesn't begin with a brainstorming session-it starts with the customer. So in an age of unlimited data, why do more than 50% of new products fail to meet expectations? The truth is that we need to stop asking customers what they want . . . and start examining what they need . First popularized by Clayton Christensen, the Jobs to be Done theory argues that people purchase products and services to solve a specific problem. They're not buying ice cream, for example, but celebration, bonding, and indulgence. The concept is so simple (and can remake how companies approach their markets) - and yet many have lacked a way to put it into practice. This book answers that need. Its groundbreaking Jobs Roadmap guides you through the innovation process, revealing how to: Gather valuable customer insights Turn those insights into new product ideas Test and iterate until you find success Follow the steps in Jobs to Be Done , and you'll arrive at solutions that are both original and profitable.
    Note: Includes bibliographical references and index. - Description based on print version record
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  • 2
    Online Resource
    Online Resource
    [Erscheinungsort nicht ermittelbar] : Productivity Press | Boston, MA : Safari
    Language: English
    Pages: 1 online resource (167 pages)
    Edition: 1st edition
    Keywords: Creative ability in business ; Creative thinking ; Technological innovations ; New products ; Electronic books ; local
    Abstract: If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Selling in IT provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition. The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. In blue oceans, demand is created rather than fought over. Competition is irrelevant because the rules of the game are waiting to be established. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable. In the second section, the author defines the consultative selling framework (CSF). This framework is based on proven processes, best practices, and real-time case studies to make consultative selling a reality. It provides clear guidelines for understanding your customer’s current landscape and challenges, owning its priorities, and helping it to achieve its short-term and long-term goals. The author explains how to use CSF to generate innovative ideas and present them to your customer through profit improvement or efficiency improvement proposals. The book concludes with examples of several innovative business improvement ideas that you can present to your customers, including Agile project management, master data management (MDM), application portfolio rationalization, and business process management (BPM). The author discusses the benefits of each methodology and lists the trigger points to think about when deciding whether the methodology can add value to a particular customer.
    Note: Online resource; Title from title page (viewed January 27, 2015) , Mode of access: World Wide Web.
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