Pipeline Accelerator Insight #101: Prioritize Unmet Needs Discovery
Hopefully, your commercial and technical teams spend time together out in the value chain doing unmet needs discovery work with users, installers, maintainers, specifiers, distributors, and buyers.
But if you really want to supercharge those discovery efforts, prioritize the unmet needs discovered in rank order, from:
#1 – This is something we should go after as hard as possible!
to
#101 – There are literally 100 other things we should go after instead!
It’s also important to identify the unmet needs that are completely off strategy. Google might be able to let its people “invest” 10% of their time in anything they want to pursue. But highly engineered product companies need to be very clear about where teams should and should not play.
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