ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
This presentation outlines best practices for B2B product development market research and focuses on market research and its role in customer engagement; the 12 common errors in carrying out B2B market research; B2B market research practices that you can put into effect right away; B2B market research case studies; and a practical roadmap for implementation.
In this article, Gerry Katz discusses one of the most common traps in all of New Product Development: the conflict between responsiveness to your biggest and most important customers versus the need to address the wider needs of the market-at-large. Katz observes that, in too many cases, companies’ product development pipelines are clogged with projects to develop custom products for key accounts, and that this diverts time, attention, and resources from longer term projects that might result in far more innovative and profitable products. At the conclusion, he offers a sobering set of recommendations to avoid this trap.
Research finds that managers making product development selection decisions biased against low-end, low-priced projects in favor of high-end, high-priced projects, even when there is no economic benefit to them. Given these biases, we suggest actions managers can take to overcome these biases.
Robert Cooper gives you a preview of his course “Agile-Stage-Gate®, the Next Generation Idea-to-Launch Process”, in which the Stage-Gate® paradigm is advanced for agile working teams. Agile is transforming new product development systems with its cross-functional teams and iterative, adaptive approach. Although originating in the software industry, this course is for product manufacturers and service providers looking to adopt agile systems.
In this webinar, you get a preview on the following insights:
– Understand how and why leading firms are moving beyond their traditional Stage-Gate® process
– Build Agile project management into your idea-to-launch gating system
– Learn how to build experimentation and iterations into your projects – get rapid customer validation of your product
– See how to pick the best development projects for maximum productivity and focus
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