Post by The Summit Group

Most companies lead with their product. The best start with their customer's customer. It sounds simple. But it requires a fundamental reorder of how we think. Value is created by understanding what our customer's customers care about before we ever discuss our solution. Suppressing the urge to lead with our product is one of the hardest mindset shifts in business. But it's exactly what separates vendors from trusted partners. “Reverse engineer your relevance.” — The Summit Group #TheSummitGroup #ThirdBoxThinking #StrategicAccountManagement #ValueCreation