BUS 338 Lecture Notes - Lecture 5: Customer Retention, Retail, Disruptive Innovation

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 338
• Professor: Dave Thomas

Document Summary

Three parts: do pitch and value prop, edit and look at additional vps, do a revised pitch if appropriate. A business is a partner or complementor if : customers value your product more when they have the other company"s product than when they have your product alone. A business is a competitor if. : customers value your product less when they have the other company"s product than when they have your product alone. Market alternative: where you paint your product or service as a solution to the prospect"s problems in a given area, companies your prospective customers are currently buying from. It may even be an inferior substitute or old ways of doing things. In b2b it is often the ones already in the budget! Product alternative: where you position yourself as the market leader for your category of new disruptive technology, products your prospective customers are currently buying from. You can quickly capture a significant proportion of the market.