January 10, 2010 by aarnfeld
As a customer focussed company you will recognise that customers whether B2B or B2C, are value maximisers. They are looking for the best deal. But the best deal for one buyer is not the same as for another Buyer. The selection criteria are not the same. Some buyers will focus on price along whereas others [...]
Continue ReadingJanuary 10, 2010 by aarnfeld
Putting the customer needs or market needs before the company needs is the surest way of developing best practice products for the market. Understanding the voice of the customer (VOC) is crucial and companies that place the customer as the most important member of their team have demonstrated huge successes and revolutionised industries; examples include: [...]
Continue ReadingJanuary 5, 2010 by aarnfeld
As product managers when we work on “choose the value” we must understand the market environment within which we operate in order to build an effective strategy for our products as “CEO” for our product lines. One of the most influential models to assist us in this task has been developed by Michael Porter, published [...]
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