We Help Capital Equipment Companies Grow and Compete
While it takes a team to design, build, test, and market capital equipment, there is one person that is crucial to producing a winning product. It’s the product manager. Product managers are the individuals responsible for the commercial success of a given product or...read more
Of the items listed below, which do you think is the best indicator of a successful capital equipment company? The best sales team The best manufacturing capability The best customer service The best product Without a doubt, it’s the last one. Great sales,...read more
Customer intimacy requires that you blur the lines between you and your customers. It requires that you share your strategy with your customers, become part of their community, and develop enduring collaborations. It requires that you become so well known to each...read more
Collecting competitive intelligence is like a scavenger hunt; nuggets of information are hidden everywhere. Your challenge is to go out and find them. But you cannot conduct the hunt as random bursts of effort if you want to develop truly effective competitive...read more
Want to know a not-so-obvious attribute that will determine if you’re going to be a great product manager or merely a good one? It’s not your product expertise, your gift for anticipating market inflections, your talent for telling a great story in PowerPoint(R), or...read more
I had just completed a one-hour seminar titled “Why You Need a Value-Based Strategy.” My talk covered a broad range of value-strategy concepts. Now it was time for my favorite part, the questions and answers session. Hands shot up. I pointed to a gentleman in the...read more
Value-based strategy affects everything that you do to define, create, market, and sell products. Pricing, sales training, market requirements, market segmentation, competitive positioning, roadmap development, value-based strategy affects them all. But do you know...read more
Different from the break-fix service business in which customers are paying you to keep the systems running per their original specifications, the upgrades business is one in which they pay you to make the systems they own do more than they were originally capable of...read more
Maybe you're one of the lucky ones. Your target market overwhelmingly chooses you over the competition because of your clear technical advantage. Maybe you're not so lucky. Your target market overwhelmingly chooses the competition, despite your clear technical...read more
Your new product meets specifications. It was released on time, and it came in under budget. That’s all good news, but will anyone buy it. A well-run development program isn’t enough to ensure a market winner. You have to commit yourself every step of the way to...read more
This indispensable guide will show you how to create superior customer value and get paid for it.
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