by Sam Klaidman | Feb 19, 2018 | Customer Value Creation
Why do people buy your products and services? People buy your products because they need the outcomes they get from using them, not because they want to use your service eventually. They traded their cash for your product because they expect the business outcome they...
by Sam Klaidman | Jan 25, 2018 | Growth
Today, OEMs and other sellers of Capital Equipment depend on the revenue and profit from post-sales service contracts and other services to offset the declining revenue and profit from product sales. Unfortunately, the industry has adopted three different terms to...
by Sam Klaidman | Oct 9, 2017 | Growth
Introduction to innovation Clayton Christensen, Tony Ulwick, and others have written extensively about innovating using the Jobs To Be Done (JTBD) theory. The basic idea of JTBD is that everyone at work and everywhere else is working to achieve one or more essential...
by Sam Klaidman | Oct 2, 2017 | Growth
Entering a relationship When we start dating a new person, there are four possible outcomes for the relationship: Both mutually decide there is no further interest One of you can choose not to continue the relationship You can enter a long-term relationship until one...
by Sam Klaidman | May 29, 2017 | Growth
When most of us read stories about how low-cost, open-source products disrupt this industry or that one, we say: “Can’t happen to me. Our products are too complicated, have too little volume, or just not interesting enough for the disrupters.” Think...
