Document Actions
Excerpt: Secret #2 Build from the Outside-In
From The Secrets of Market-Driven Leaders
“Customers don’t care about your products in the long run. They care about solutions to their own problems and visions. Once a technology company understands this and focuses on delivering solution value, everything changes for the better. They operate with more clarity, create long-term customer relationships and become more sought after in the marketplace.”
— Fred Amoroso President and Chief Executive Officer
Macrovision
Tuned In leaders understand the complete picture of market problems before building products.
They develop solutions in the context of the total customer experience. Product managers, executives, and marketers in technology companies regularly meet with people in the marketplace and observe how they do business in order to understand the full scope of their usage requirements and their most signifcant obstacles to adoption.
The most important thing they do is to live in the prospect’s world and look at all the touch points that matter.
