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What Customers Want

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Based On More Than 200 Studies Spanning More Than Seventy Companies And Twenty-five Industries, Ulwick Contends That, When It Comes To Innovation, The Traditional Methods Companies Use To Communicate With Customers Are The Root Cause Of Chronic Waste And Missed Opportunity. In What Customers Want, Ulwick Demonstrates That All Popular Qualitative Research Methods Yield Well-intentioned But Unfitting And Dreadfully Misleading Information That Serves To Derail The Innovation Process. Rather Than Accepting Customer Inputs Such As Needs, Benefits, Specifications, And Solutions, Ulwick Argues That Researchers Should Silence The Literal Voice Of The Customer And Focus On The Metrics That Customers Use To Measure Success When Executing The Jobs, Tasks Or Activities They Are Trying To Get Done. Using These Customer Desired Outcomes As Inputs Into The Innovation Process Eliminates Much Of The Chaos And Variability That Typically Derails Innovation Initiatives. With The Same Profound Insight, Simplicity, And Uncommon Sense That Propelled The Innovator's Solution To Worldwide Acclaim, This Paradigm-changing Book Details An Eight-step Approach That Uses Outcome-driven Thinking To Dramatically Improve Every Aspect Of The Innovation Process--from Segmenting Markets And Identifying Opportunities To Creating, Evaluating, And Positioning Breakthrough Concepts.