The promise of online dating?

What new distribution channels need to be created to reach customers?

Are you in a serious relationship or married? If so, how did you meet your spouse or partner? I work with a lot of young single people and most, if not all, of them have tried online dating. Some of them are young enough that the idea of not using online dating sites is incomprehensible. […]

online dating

The changing customer base

What sales approaches need to be developed to reach new customers?

Lately I’ve been hearing a lot about the impending retirement surge caused by baby boomers finally leaving the workplace and how it will affect changes in the tech industry. The combined worth of this market segment is roughly in the $2 trillion bracket. That’s a lot of disposable income—and a lot of freed-up time for […]

Digital Twins

What is the process used by my customer to discover my product?

Do you have a digital twin? The concept first formed on consumer sites like Yelp, but it’s becoming a catchphrase in marketing and sales. The idea is that dedicated users of sites like Yelp eventually notice that there are other users whose tastes, interests, and “favorites” match their own. These digital twins do not “know” […]

Savings from your input cost

What input, if reduced, would allow me to cut the price by 25 percent?

There is a reason that the percentage in this question is as high as it is. Sure, it would sound less scary and more reasonable if I asked you how you could cut your price by 5 percent, or maybe 8 percent, but that would be missing the point. If you want potentially game-changing moves […]

Looking at information and ideas

What are we throwing away because we assume it has no value?

My wife is famous for being a little frugal. She once routed me and our son Logan from Las Vegas to Phoenix to Los Angeles and finally to San Jose because she could save twenty bucks each over the nonstop fare. Kind of nuts, right? But if I’m honest I have the same mind-set in […]

Develop…then design later?

In what order do you do the R&D process? What would be the result if you flipped it?

In the traditional R&D process, the product is developed and then handed off to the design team to “wrap” it and make it look pretty. The drawback is that this approach is out of date; in the last ten years consumers have become much more design-savvy. Consumers want functional, usable design that highlights ease of […]

In-house or Outsource as Needed?

Where do we perform product research and development? Where else could this be done?

What is your organization’s philosophy about design and development? Do you keep everything in-house, or do you outsource as needed? There are two schools of thoughts on this. By keeping the design process in-house, a company can build a sense of continuity and cohesion that links the entire family of products together in a satisfying […]

Is The Project Worth Pursuing?

What are the criteria to select research and development projects?

What are your criteria for deciding that an idea is worth pursuing? We all have our own set of selection criteria, the first of which is usually looking for profits. However, selecting a course of action based solely on ROI can be limiting. If you are doing something really innovative, how on earth can you […]

The Battle for Customers

What would happen if I realigned my industry relationships (i.e., partners, suppliers, etc.)?

Odds are that you and your competitors are actually competing in two distinct ways. The obvious battle is the one to win customers from each other. The less obvious, but equally important, one is the battle for the resources required to produce your product. In chapter 2, we touched on the concept of unexpected jolts, […]

Designing over the competition

What industries are analogous to ours, and what can we learn from them?

No matter what business we are in, we are all fighting essentially the same fight—designing a product that a customer will prefer over that of our competitor. To do this, we need to constantly be aware of how our business environment is evolving, how our customers are changing, and what we need to modify in […]