Pipeline Accelerator Insight #103: Look for Behavior Patterns
When you identify an unmet need you think you can solve, ask yourself :
What patterns, and behaviors exist today to deal with the limitations my new product idea helps eliminate?
Then spend time upfront to understand if these behaviors have become so engrained that they will cause resistance.
Next, brainstorm ways you might be able to avoid that resistance.
Finally, make a realistic assessment of whether it is an opportunity you can truly win.
For example, at a contractor job site, let’s say you find that certain material must cure overnight before taking the next step. So contractors always plan this work for the end of the day – it has become engrained in the way they work.
If you can give them a way to achieve 1 hour cure, it might offer the potential to save time in construction. But will there be resistance to changing the normal scheduling routines?
What kind of training would it require to take advantage of the change? Who would you need to convince about the possible increase in productivity? How hard would that be?
The point is not to be negative but to be realistic. No one needs another new product that was just ahead of its time.
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