Using Customer Value Data Usefully
When we get data back from the Customer and the marketplace, we conduct the analysis and then put it into a format that is easy to see. This format is called a competitive profile. The attribute tree was shown in Figure 2.5.
Always compare your company with other companies, not just with yourself
Below are a study and a competitive profile from rural India on a fertilizer called urea. CO1 is your company, and the other companies are named as CO2, CO3, and CO5. We can compare CO1 (ourselves) to the industry. We usually prefer not to. Why? Because the industry includes us (and we do not need to, nor want to compare ourselves to ourselves as we are represented in the industry data). So we compare ourselves ...
Get How Creating Customer Value Makes You a Great Executive now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
