How well do you know your customer's roadmap?
Suppliers need to understand what drives their customers, their business
context, future needs and applications. Getting the basics right enhances
the supplier - customer relation. Unfortunately, too many companies fail
to look at the bigger picture - preferring just to 'sell' products to
Helping you to hear what customers are really saying
Customers have a wealth of information and experience to share with suppliers
about the vibrant and real world in which they do business - but our experience
shows that many are failing to listen to the voice of their customers.
Often, suppliers fall prey to thinking that they already know what their
customers will say. Other times, they just need to listen more carefully,
to be able to apply what they hear to their business.
at the bigger picture - understand what is important for customer success.