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In B2B markets, a sales transaction will never occur unless you are solving a real problem.  Stop guessing what you believe target market prospects need as it just delays market penetration and wastes valuable development capital. Master these 7 battle-tested methods for uncovering real enterprise pain points. I’ve used every single one of these to drive individual product revenue as much as $350M in new ARR, and have applied these techniques across AI, SaaS, cybersecurity,..

“Competitor Replication Risk Assessment” (CRRA) is a structured process used to evaluate how easily (and how quickly) competitors could replicate or neutralize the advantages of a new product, technology, or business model.  It’s a critical component of commercialization strategy and differentiation analysis, particularly when prioritizing R&D investments or designing market entry strategies.  Replication Risk Assessment is the second phase of Value-Based Product Roadmap Prio

Product roadmap prioritization through a “Value Lens” is a critical part of overall product roadmap prioritization process that is rarely employed by product development professionals.  Typically, if a formal iterative prioritization process has been employed, prioritization is driven by perceived product portfolio or feature/function gaps, actual market feedback, revenue pipeline impact, new market strategic objectives, and possibly customer-specific customizations.  What th

Bridging the gap between a company’s perception of its product’s value and the market’s (buyers’) perception involves aligning internal assumptions with external realities. This process typically draws from marketing, sales, and customer psychology principles, but is rooted in problem definition and solution messaging.  Assuming Value Bridging is part of a broader Value Framing effort, the problem definition should be clear and concise from the Value Framing effort. Primary S

In every enterprise, the promise of Agentic AI — self-directed, outcome-driven agents that automate workflows and drive customer value — is massive. But for every success story, there’s a quiet graveyard of failed AI initiatives that never made it past “proof of concept.” Let’s look at why Agentic AI programs fail and what leaders can do differently: ⚰️ 1. Lack of Adoption Teams often underestimate the cultural and workflow changes AI requires. When users don’t trust or under

“Value Framing” is a crucial, often underutilized discipline in new product development (NPD) and commercialization. The common substitute to “Value Framing” is “Assumption” where overconfidence or partial validation efforts obscure the “Value Perception Gap” between the supplier and the market leading to poor market penetration.  “Value Framing” determines how a product is positioned, perceived, and adopted — not just what it does. In essence, value framing aligns what you b

Security Magazine 8/1/2014 By Gregory Tennant With more than 600 high-profile network breaches in 2013, it is clear that traditional...

Convenience Store News 3/9/15 By Gregory Tennant Giant names in the convenience store sector such as Shell, BP, Chevron and ExxonMobil...

In the fast-paced world of biotech, success often hinges on the leadership and vision of top executives. One individual who has made...

In the fast-evolving world of cybersecurity, strong leadership is key to navigating the complex challenges and threats that organizations...

Security Magazine Op Ed About The Need To Change Cybersecurity Strategy - Written By Greg Tennant