What is customer value in technology?
Customer value is fundamentally A BALANCE between benefits and sacrifices for customers, which has an impact either on customer revenue or on customer costs.
VUCA, the rule for technology markets
Technology markets, even more than others, increasingly obey the “VUCA” rule, i.e. Volatile, Uncertain, Complex, Ambiguous.
Market ecosystems in technology
B2B/B2G markets are not just about customers. They are usually complex ecosystems that need to be analysed in detail.
Understanding your market in technology
What does it mean to understand your market and your markets for a B2B/B2G company?
Customer orientation in technology
Being customer-oriented is both essential and a source of difficulties for the B2B/B2G company, as it is necessary to combine a highly technical internal culture with external dimensions, those of the markets, and of customers who each have their own “world”.
Introduction: understanding markets and customer orientation
What does it mean to understand your markets and be customer oriented in technology? Beyond the general principles, how does it involve facing particular challenges?
