You are trying to sell your new accounts receivable system and are talking to the Asst. A/C receivable and occasionally to the Manager-Accounts of a B2B prospect. No junior or middle manager would like to admit that they have a problem when faced with a new B2B solution that has the potential to vastly improveContinue reading “New Product B2B marketers and the junior manager prospect: problem or opportunity?”
If you have enabled demographic reports on your B2B marketing website in Google Analytics, you would have noticed it: there are lots of visitors from the 18-24 and 25-34 age group. We would not be surprised if you sell some non-glamorous industrial product (eg. valves or switches.. with no offence to readers from these industries)Continue reading “B2B Buying Center members getting younger”
Following a recent LinkedIn piece Sharpen the Saw, cut the Tree or look for non-Trees?, here is some more detail on the “S” curves of innovation. The “S Curve” innovation thinking is attributed to Richard Foster (1986) and made famous by Clayton Christensen in the book “Innovator’s Dilemma,” where he discusses how each successive computerContinue reading “The “S” Curves of radical and incremental innovation”
Coca Cola results today pulled down the stock market as overall global sales volumes dipped. Just to cheer up all those Coca Cola loyalists out there, check out the Coca Cola social sharing can video which is truly a brilliant idea. The "sharing can" idea has come from Coca Cola ad agency Ogilvy and MatherContinue reading “Coca Cola “social sharing” can is a brilliant idea”
Imagine the New York subways with 300-400 million gallons of water after Hurricane Sandy. Well, the US Army Core of Engineers "Unwatering" team are at New York and expect to get all this water out in a matter of days pumping through about a mile of subway at a time. The Unwatering team gets itsContinue reading ““Unwatering” New York subway tunnels within days: US Army Core of Engineers”
That B2B marketing opportunity appears when the Buying Center members face Buy Task challenges is a concept that is simple and obvious to the buying firm buying center and strangely only to the more perceptive B2B marketer. Here is how the Buy Task challenge plays out for the Buying Center and spells B2B marketing opportunityContinue reading “B2B marketing opportunity appears when the Buying Center members face Buy Task challenges”
Who is responsible for drafting the Product Innovation Charter (PIC)? Is a question that innovative companies have. Well, the answer is that you must have a person at the CxO level who is the individual charged with developing the PIC. Here are some examples in say a manufacturing context:
Given the substantial interest in previous posts about how innovation creates jobs here are some more thoughts on exactly how these jobs can happen. But first about innovation which is at its most basic level is: doing something new. The newness can be huge like when the iPhone was introduced or can be just openingContinue reading “Innovation and US jobs: two types of opportunity- of iPhones and frozen yogurt”
The 2009 Hyundai Assurance Program is a great illustration of reducing risk perceptions even in B2C (Business to Consumer) situations. Keep in mind that the Kraljic model was originally developed to understand B2B (Business to Business) buying behavior. Kind of like relationship marketing that B2B marketers always practiced and B2C marketers have enthusiastically adopted – more as technology allowed easy availability of CRM (Customer Relationship Management) and SFA (Sales Force Automation).
It is important to articulate your organization’s goals of innovation in your Product Innovation Charter (PIC). Your goals can be both quantitative and qualitative and they need to clearly stated so that the innovation team has a way of evaluating their own progress. And you ( the CxO) have a clear way of evaluating ideas that are presented.