White Papers


Why Companies Can't Get It Right: Failing to Profitably Predict Customer Needs
In this time of extreme competition and never-satisfied satisfied customers, it is critical that companies eradicate the attitude of “We know what our customers want—we told them so!” Companies must set aside their pride in their own accomplishments and find out what pain the customers are feeling and what it would take to profitably solve this pain. This article describes how companies can adopt this new attitude and gain business-critical customer insight to realize increased sales effectiveness; create more clearly defined and successful customer centric products, and increase revenue and profits over the long term.
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The Swiss Army™ Knife of Marketing: Demand Oriented Pricing
This article describes a simple technique that solidifies customer relationships, enhances competitive analyses, influences development timelines, and aids in organizational analyses and provides key messages for branding, positioning and other marketing efforts. Oh, and it also provides a very accurate price for your products and services—one that maximizes revenue while leaving nothing additional on the table. Download PDF File Now.