Little nightly thoughts
by Business Exploration
Dear Fellow Innovator,
When I look for the perfect product-market fit I learned to add two ideas to my analysis:
- The Environment of the Client
- The Approach of the Supplier
In this way the go to market becomes an operative Roadmap to Market:
- First: clients buy the approach used by the supplier, almost more than the solution itself
- Second: supplier start selling a solution to the "world" of the buyer, not only to the Company of the buyer
Give it a try and let me know how it worked for you!
Need help with your Go to Market? Get the booklets:
The little book on
B2B Sales Funnel
Anticipating customer’s problems is the only way to beat Google.
We have to perturb the client’s journey out of the status quo, earning his trust.
- Leaving the status quo
- Perturbing the buyer’s journey
- buying process
- Decision making
- Getting to “no”
- SPIN Selling
- The challenger sales
- Sales Funnel
- Crossing the chasm
The little book on
The secret of a successful marketing is the right customer base. Sizing the market and sheltering it from competition is a strategic game in which the customer is the prize.
- Who is competing
- The market
- Sizing the market
- Defining attractiveness
Why adding "Approach" and "Environment" completes your job-do-be-done analysis:
I always used to distinguish between:
- Attributesthey are the component of the solution
- Featuresthey are what your solutions is capable to provide: the performances it can deliver
- Benefitthey are the improvements that your solution enables to achieve
- Outcomeswhat the customer measure to define she is doing a good job
- Job to be donewhat the customer wants to achieve
- Approachit's the way the supplier will integrate the solution into the Customer's Environment
- Environmentit's the customer point of view over her world and her interactions with it
Examples of approach
They way my services integrates with the client's company may vary. E.g.: I can deliver my consulting services in person or on-line. I can use training or coaching.
But what happens if I consider the way my services can integrate in the customer's Enviroment?
My approach can change. I can modify my consulting reports to suite not only my client's marketing function, but also to be used as intangible asset appealing possible Investors.
Examples of Environment
This is the meaning of "put yourself into customer's shooes". It's about looking at the solution we are offering from the customer point of view.
And the customer is not looking down to us. She is looking at her horizon.
More precisely: her horizon of opportunities. The Enviroment in which she is in, defines the opportunities she can invest on.
It is our job to uncover all the opportunities that our customer sees in her Enviroment, and bend our approach so to support them.If our approach does not fit the Environment the customer is experiencing, she will choose the solution of someone else.