{"id":704,"date":"2019-03-05T19:15:37","date_gmt":"2019-03-05T19:15:37","guid":{"rendered":"http:\/\/nefter.com\/iamc\/?page_id=704"},"modified":"2022-01-09T14:44:04","modified_gmt":"2022-01-09T14:44:04","slug":"assess-customer-unmet-needs","status":"publish","type":"page","link":"https:\/\/iamc-toolkit.org\/index.php\/company-guide\/step-by-step-approach\/assess-hotspots-need\/assess-customer-unmet-needs\/","title":{"rendered":"Assess customer unmet needs"},"content":{"rendered":"

[vc_row padding_top_multiplier=”” padding_bottom_multiplier=””][vc_column]

<\/div>[\/vc_column][\/vc_row][vc_row][vc_column width=”1\/6″ tablet_sm_width=”hide” mobile_width=”hide” z_index=”999″ el_class=”position_colum_left”][vc_widget_sidebar sidebar_id=”grve-default-sidebar”][\/vc_column][vc_column width=”2\/3″ el_class=”position_colum_center”][vc_column_text]Company guide<\/a>\u00a0>>\u00a0Step by step approach<\/a>\u00a0>>\u00a0Assess chemicals management hotspots and customer unmet needs<\/a> >> Assess customer unmet needs[\/vc_column_text]
<\/div>[vc_column_text]<\/p>\n

Assess customer unmet needs<\/h3>\n

Innovation comes from integrating chemicals management hotspots with the unmet or underserviced needs of direct and end market customers.\u00a0The company can use the unmet needs in the value chain to address chemicals management hotspots and increase business performance through targeted innovations. This section helps to identify the needs of the company\u2019s direct customers and end market customers.<\/p>\n

One\u00a0will learn how to:<\/strong><\/p>\n

    \n
  1. Determine important jobs to be done for specific customer segments<\/li>\n
  2. Determine desired and undesired outcomes (pains and gains) for the company and its customers<\/li>\n
  3. Assess the fit between the company\u2019s product offerings and its customers\u2019 outcomes<\/li>\n
  4. Generate unmet needs to drive innovation and create value<\/li>\n<\/ol>\n

    \u00a0>>> \u00a0The jobs and outcomes that are under-serviced or not being met are called unmet needs.<\/strong><\/p>\n

    The approaches jobs to be done (JTBD) and customer outcomes were developed and made popular by several consultants including Clay Christensen and Anthony Ulwick.\u00a0Osterwalder et al. combined JTBD and customer outcomes (pains and gains) into a customer profile that can be used to evaluate the fit of products (goods and services) offered by companies to their customers.\u00a0This is called the Value Proposition Canvas.<\/p>\n

    Deliverables of this Part\u00a0<\/strong><\/p>\n

      \n
    • Summary of key customer jobs and desired and undesired outcomes<\/li>\n
    • Summary table of customer unmet needs<\/li>\n<\/ul>\n

      Key tasks:<\/strong><\/p>\n

        \n
      • Characterize customer segments to\u00a0be used for the JTBD analysis<\/li>\n
      • Assess customer jobs\u00a0to be done and prioritize most important ones<\/li>\n
      • Assess desired and undesired outcomes\u00a0(pains and gains) for customers and suppliers and prioritize most important ones<\/li>\n
      • Use the Value Proposition Canvas to assess product offering fit and\u00a0identify unmet needs\u00a0to prioritize to drive the innovation process<\/li>\n<\/ul>\n

        See the respective presentation to learn more:<\/strong><\/p>\n

        Assess customer unmet needs<\/p>\n

        [\/vc_column_text]

        <\/div>[vc_column_text el_class=”posicion_cont”]<\/p>\n