Commoditization – the reduction of your product or service to something indistinguishable from your competition, except in price – is like a cancer eating away at your bottom line. To be realistic, there are a lot of products and services that are difficult to differentiate. But just because it’s not easy doesn’t mean you should give up and just lower your price to try to gain sales.
[…]May 07, 2015 / by Sat Duggal
Keywords: Value Based Pricing, Custom Marketing Framework, Customer Experience Design
Custom Marketing Framework,
Customer Experience Design,
Team Capability Building,
Market and Data Analysis
April 16, 2015
April 16, 2015 / by EMM Group
Today’s customer is no longer satisfied with “good enough.” If you’re going to earn their attention, their time, their money, or anything else they value, you’re going to have to be the best. There’s simply too much competition to strive for anything less. And being the best is, in many ways, the responsibility of the marketing department.
[…]Keywords: Custom Marketing Framework, Customer Experience Design, Team Capability Building, Market and Data Analysis
Custom Marketing Framework,
Customer Experience Design,
Market and Data Analysis
April 07, 2015
April 07, 2015 / by EMM Group
The world of marketing is forever evolving. And with that evolution, the skill sets needed for marketing practitioners to continue adding value to an organization’s marketing program continue to change as well.
[…]Keywords: Custom Marketing Framework, Customer Experience Design, Market and Data Analysis
Customer Segmentation,
Value Based Pricing,
Custom Marketing Framework,
Customer Experience Design,
Team Capability Building,
Market and Data Analysis
March 26, 2015
March 26, 2015 / by EMM Group
In our last post, we discussed why customer experience is such a vital part of your marketing mix.
To take it a step further, let’s now consider some best practices that you can start applying right now to create a powerful customer experience in your own company.
[…]Keywords: Customer Segmentation, Value Based Pricing, Custom Marketing Framework, Customer Experience Design, Team Capability Building, Market and Data Analysis
Custom Marketing Framework,
Customer Experience Design,
Team Capability Building
March 24, 2015
March 24, 2015 / by EMM Group
In highly competitive markets, differentiation is hard to establish. Customers are more knowledgeable and demanding than ever before, global competition is intensifying, products are increasingly becoming commoditized, and all of this drives down profit.
[…]Keywords: Custom Marketing Framework, Customer Experience Design, Team Capability Building
Go-To-Market,
Value Based Pricing,
Customer Experience Design
November 10, 2014
November 10, 2014 / by Sat Duggal
We were recently with the cross-functional team of a leading industrial manufacturer working on the go-to-market strategy for one of their new products. As we watched the team create their offering value proposition, we realized the extent to which the product features were driving the discussion, rather than the customer needs. Reflecting on this later, we identified what drives this all-too-common tendency. They were developing a value proposition for a product that was ready to be launched after several years and millions of dollars of NPI investments. At this stage in the product launch, they were not starting with customer needs. They were starting with what the product could do and working backwards to find customer needs that would match those abilities.
[…]Keywords: Go-To-Market, Value Based Pricing, Customer Experience Design
Customer Experience Design,
Market and Data Analysis
September 15, 2014
September 15, 2014 / by Sat Duggal
The ritual of annual marketing planning can consume weeks, even months, with calculations, debates, and seemingly endless meetings. Yet many marketers have felt the disappointment of seeing their painstakingly developed plans collect dust on a shelf, rarely used. This naturally leads to the question, “Is it worth it?” Other than the fact that we have to plan, is there a compelling logic for developing annual marketing plans?
[…]Keywords: Customer Experience Design, Market and Data Analysis
Newsletter,
Custom Marketing Framework,
Customer Experience Design
August 28, 2014
August 28, 2014 / by Sat Duggal
Product Managers have traditionally focused on bringing new products to market, but their role is quickly becoming more complex. Our latest research suggests that the C-suite priority of driving profitable organic growth has begun to filter down into middle management. Heads of businesses and even product-line managers are being pressed for faster growth in revenues and even more growth in profitability. This margin leverage focus (i.e., profit margins growing at x% above revenue growth rate) is putting an end to “business as usual” and forcing many Product Managers to confront stark choices.
Here are some of the important shifts happening in product management today:
[…]Keywords: Newsletter, Custom Marketing Framework, Customer Experience Design
Customer Experience Design
August 04, 2014
August 04, 2014 / by Sat Duggal
Welcome to our new series of posts focused on Product Management Excellence! Product management has been described as "everything," and in well-run B2B organizations, that description may not be far from the truth. But that's tremendous pressure for a single function. In our experience, even top organizations have challenges through their ranks with efficient and effective product management.
The core challenges tend to fall into three areas:
[…]Keywords: Customer Experience Design
Value Based Pricing,
Custom Marketing Framework,
Customer Experience Design
July 24, 2014
July 24, 2014 / by Sat Duggal
We regularly help our clients develop value propositions for their brands and products. Simply stated, a value proposition is a promise that articulates why a customer should buy from you. But, as any seasoned marketer will tell you, there’s nothing simple about it.
When businesses take an “if we build it, they will come” approach, products fail. We believe three core concepts must be carefully considered to develop any effective value proposition—regardless of the product or service, the B2B or B2C context, or the type of organization.
[…]Keywords: Value Based Pricing, Custom Marketing Framework, Customer Experience Design