Category: Opportunity and Market Definition
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Think Outside the Cube?
When we conduct our Grassroots Strategy workshops, the first step in our framework, “Market Definition,” aims to change the mindset of the teams from thinking product forward to thinking market back. We start this process by defining the market as, “the problem you solve for a set of customers.” One…
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Unlocking the Value Chain
When we conduct our Grassroots Strategy workshops, a task on day one is to draw your value chain – the steps your offering goes through before reaching an end-user. In the business-to-business world, value chains can include different distributors, specifiers, installers and value-added resellers, all of whom can influence what…
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Value Chain Economics: The Secret to Market Leadership
One of the first things we have our clients do in our Grassroots Strategy workshops is define the market or “opportunity” from their customer’s perspective. The primary question we ask is “what is the problem you solve for the customer?” Seems simple, right? Not always. Answering that question is predicated…
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Warning: No-one Cares About Your Product!
Our executive sponsor at a long-time client used to start off every Grassroots Strategy session by telling the teams to put a jar in the middle of their table and every time someone mentioned the word ‘product’ they had to put $5 in it. She told them that she was…