AI Customer Interviews
Are we offloading work or offloading thinking?
AI has its place in product development, but are we offloading work or offloading thinking?
Flip the lens on your innovation practice.
Learning and Resources
Guides, playbooks, books, podcasts and more to help you understand why your customers hire you.
Demand-Side Sales Product Development
Is your next growth opportunity already paying you?
How many of your subscribers are paying and not using? Bob Moesta on finding non-consumption inside the accounts you already won.
Demand-Side Sales Product Development
Your customer already decided what they’d give up
Everybody in product development uses the word trade-off, and I’m not sure everybody means the same thing by it.
Demand-Side Sales Innovation Product Development
Buying isn’t using. The questions you asking are the reason you’re not customer-centric
Buying isn’t using. Why do most innovation teams ask questions that can only confirm what they already know?
Buyer Personas Demand-Side Sales Product Development
The persona in your deck has never bought anything
When a team hands me a persona at the kickoff of a product project and tells me this is who we’re building for, I already know how the next nine months are going to go.