This course is Part 1 of a two-course series focused on improving product success in the marketplace. It is widely recognized that most new product launches fail - not because of poor execution, but because organizations assume they know what customers want. The cost of getting it wrong is high,... more
This course is Part 2 of a two-course series and builds directly on the foundation established in Part 1. While the first course focuses on evaluating product viability, this course concentrates on the practical techniques needed to gather critical information, transform it into actionable... more
Nearly 75% of all cross-sell opportunities occur within the first 90 days of acquiring a new customer. A robust customer onboarding process enables organizations to take control, from initial enrollment through welcome kits and subsequent cross-sell and up-sell activities. To succeed, organizations... more
This course is built on a detailed analysis of 200 organizations, examining the motivations behind their intelligence initiatives and the assumptions guiding their decisions. Some of these assumptions produced measurable success, while others led to costly missteps. The organizations studied ranged... more
Implementing an intelligence program sounds straightforward - until the realities of organizational complexity, competing priorities, and unclear objectives get in the way. Many intelligence initiatives fail not because they lack effort, but because they lack structure, governance, and clear... more
Calculating the benefits of implementing a win/loss intelligence program can be very challenging because most organizations, and win/loss vendors, don’t set it up properly. Most organizations understand that having a win/loss intelligence program in-place is something that “should” be done, they... more
