Progressive merchandise can result in elevated market share, better buyer loyalty, and diversified income streams. Most innovation efforts, nonetheless, include vital threat of failure. Putting the client on the middle of the product innovation course of is essential, however many product managers battle to shift their mindset from designing services and products to designing buyer experiences.
I’ve spent greater than twenty years researching and making use of innovation strategies to create consumer experiences that promote sustainable and significant progress. I first realized concerning the following framework within the Innovation Dash enterprise training course supplied by Part. This adaptation, which will be utilized in virtually any business, has allowed me to take a practical method to the growth course of. By making use of this product innovation technique, you can be well-positioned to:
- Uncover latent alternatives for your small business inside your goal market.
- Reframe buyer issues to design the fitting answer.
- Higher perceive your prospects.
- De-risk and prioritize innovation concepts.
Figuring out Product Growth Threat
It’s possible you’ll be accustomed to the Ansoff matrix, a grid-style planning software that plots out the varieties of progress that come up from new and current product growth and growth into new and current markets.
I additionally discover the matrix useful for visualizing innovation methods and evaluating threat degree. Right here’s what every quadrant represents:
Market Penetration = Low Threat
Enhance by optimizing an current product for an current market.
Product Growth = Medium Threat
Improve by providing a brand new product to an current market.
Market Growth = Medium Threat
Increase by launching an current product in a brand new market.
Diversification = Excessive Threat
Diversify by creating a brand new product for a brand new market.
The Product Innovation Framework in Motion
Upon getting reviewed the potential progress paths together with your group, use this four-stage framework to information your product innovation course of:
- Perceive buyer issues.
- Design an answer.
- Prioritize new concepts.
- Experiment and check.
These steps will enable you to and your group determine new alternatives and create new experiences whereas avoiding the pitfalls that may lead innovation tasks astray. To see the framework in motion, we’re going to look at how fictitious airline firm InnovateAir might leverage it to drive innovation as a part of a progress technique.
Perceive Buyer Issues
InnovateAir’s product managers started by segmenting the market primarily based on traveler sorts: leisure vs. enterprise. A sound segmentation technique should seize key variations in buyer conduct and desires.
InnovateAir’s product managers decided that enterprise vacationers are prepared to pay extra as a result of they’re typically time-pressed (and utilizing the corporate bank card)—so this phase has the most effective potential for progress. Additional market analysis signifies that enterprise vacationers are most involved about flight delays, incomes loyalty factors, seat availability, ease of journey to and from the airport, and the pace of airport safety.
Curiosity is a product supervisor’s greatest ally: It is very important attain out and speak to as many potential prospects as potential to grasp their views, what they’re making an attempt to attain, and the boundaries they need to overcome. InnovateAir’s product managers performed a number of interviews with enterprise vacationers and recognized the totally different jobs-to-be-done (JTBD) utilizing a internet of abstraction method. They then analyzed the first JTBD, which is flying from Metropolis A to Metropolis B.
By delving deeper and asking “Why,” product managers can perceive the purposeful, social, and emotional outcomes of the consumer expertise. This train pinpointed three important the reason why enterprise vacationers need to fly: Flying is environment friendly, protected, and normally nice. It discovered the 4 important boundaries for enterprise vacationers to be value, stress, lack of productiveness, and flight delays or cancellations.
Based mostly on this train, InnovateAir’s product managers can hypothesize that the first JBTD for a enterprise traveler is to fly from Metropolis A to Metropolis B in essentially the most hassle-free, environment friendly, and productive method potential.
Design a Answer
Step one in designing an answer is to grasp how your present providing suits within the total consumer journey. Typically, your services or products is simply half of the general consumer expertise. For InnovateAir, the traveler’s journey contains the flying expertise in addition to related actions akin to reserving, attending to the airport, and clearing airport safety. Audit your buyer’s wider journey to seek out gaps that present alternatives for innovation that understand clear advantages.
For InnovateAir, the journey audit recognized that totally different suppliers serve the consumer throughout their journey however there may be restricted information-sharing amongst them, so alternative exists to combine floor and flight transportation extra intently. This could provide the client a extra seamless end-to-end journey expertise that may optimize productiveness and cut back stress.
Carry out a competency audit to take inventory of your group’s capabilities and belongings. Consider methods you’ll be able to repurpose these to develop new options or experiences. That is what it appeared like for InnovateAir:
this by means of the Ansoff matrix lens, these concepts every fall into a special quadrant. Journey-booking app integration could be market penetration (low threat); the Loyalty community could be product growth (medium threat); curated journey packages could be diversification (excessive threat).
Prioritize New Concepts
Prioritize the expansion alternatives by performing an evaluation utilizing the RIME (attain, influence, monetization, and energy) framework. For InnovateAir, all three concepts have broad attain and influence when it comes to the buyer worth proposition. The variations are within the monetization potential and the trouble required.
A buyer loyalty community might be an important function, however implementing a social media platform could be difficult on account of knowledge privateness laws and the engineering experience wanted. Curated journey packages are additionally a compelling concept, and the switching prices to assemble InnovateAir-recommended packages on aggregator websites akin to Expedia or Hotwire are low; nonetheless, vacationers would then have alternatives to seek out even decrease costs for a similar packages on aggregator websites, and this is able to dilute the income potential and influence total monetization.
The most effective concept seems to be ride-booking app integration, on account of its broad attain, influence, potential to monetize, and the reasonable effort and value required to develop and launch. It is usually the bottom threat. That is the expertise that InnovateAir’s product managers determined to prioritize and check first.
InnovateAir’s product managers analyzed the assumptions and proof for this expertise utilizing the RIME framework:
Key Assumptions and Sizing
InnovateAir enterprise vacationers: 16.8 million per yr
Better enterprise traveler satisfaction with a extra optimized end-to-end expertise
Common value per journey: $62
Price = growth prices + advertising prices + partnership allowance prices
Utilizing the outcomes, InnovateAir product managers developed a speculation that when integrating ride-booking apps with stay airport info through the app, prospects could be prepared to pay an additional 5%, with a present common spend of round $62 per trip. The product managers thought of this to be an inexpensive assumption that might be examined by working with ride-booking corporations and conducting an A/B check in a goal market. The elevated spend per trip was a gorgeous proposition that might be shared between InnovateAir and the respective ride-booking corporations. The general income alternative primarily based on the present penetration of airport ride-booking journeys made by InnovateAir’s enterprise vacationers translated right into a wholesome approximation of $1.5 billion over 5 years.
Experiment and Check
A terrific software for de-risking innovation is testing. Product groups can run easy, low-cost experiments to check their hypotheses with clear and goal standards.
The InnovateAir product group designed a check focusing on InnovateAir Loyalty enterprise vacationers within the US with an intra-state vacation spot to see if they’d guide their airport rides utilizing the InnovateAir app fairly than Uber or Lyft. They created the flexibility to guide a trip on the level of check-in for departing and arriving flights, and built-in this with stay flight, airport, and site visitors info. A profitable end result could be 25% of vacationers utilizing the function, and greater than 50% utilizing it for all their floor transportation wants.
Deal with the Buyer Expertise
To unlock new progress alternatives, immediately’s most progressive corporations don’t focus solely on the merchandise they promote, however fairly on the client expertise. By following the product innovation framework laid out right here, your product group can determine a solution to tackle key ache factors in your current market that may drive extra income, bettering your total choices. Leveraging this framework mitigates the chance concerned with progressive product growth, making certain new merchandise are aligned with enterprise wants and capabilities and have sturdy ROI potential, all whereas providing a brand new, beneficial buyer expertise.
Observe: Any references to Uber and Lyft are made purely within the context of this fictitious case research as an example some extent. The writer has no data of any such industrial initiatives on the a part of these ride-booking corporations.