Patterns & Insights

Perspective & Blind Exuberant Enthusiasm

by | Feb 16, 2018 | customer focus, leadership, technology

As a senior leader, or someone who aspires to be one, you influence and support product and solution decision making enthusiastically. In a recent PriceWaterhouse Coppers survey of CEO sentiments going into 2018, there has been a strong increase in concerns of losing a technological edge in the competitive marketplace.  Technology continues to be a force that either enables companies to evolve and thrive or supports new entrants into marketplaces coming from seemingly nowhere to being a relevent threat competitively.  And while technology is a powerful tool, those founders who bring new technology solutions to life can sometimes lose perspective on how and why the actual customers might choose them.  Staying grounded in why customers invest in technology is critical for success.

Technology companies and their founders and leaders and marketing and sales teams usually share a common trait – exuberant enthusiasm for their technology products and solutions. Now, I am a big fan of exuberant enthusiasm! It fuels innovation, it helps us press through hard times and find a better way when the first route we chose is not working. Exuberant enthusiasm is good. Unless, it becomes blinding. The enthusiasm is blinding when those leaders in pursuit of making something great begin to fall in love with the wrong things.

These blinded exuberant leaders fall in love with:
• How speedy their processing, recovery, boot time, fault finding, alert raising, happens to be;
• How clever or hip their version of widgetry might be;
• How their “big numbers” are impressive in terms of the number of interfaces, ports, widget thingies, gigabytes, pixels, or whatever unit of technical measure they believe is the evidence of their greatness.

These people are generally not evil and most certainly not stupid. Most often the fundamental fault at hand is that they are not starting with the customer perspective. Grounding oneself or ones team on the customer perspective is a powerful way for businesses to:
• Improve their products and solutions;
• Increase their sales success;
• Identify innovation opportunities in how the solution is packaged or delivered to the client that make it better;
• And much much more…

I write a lot about perspective and firmly believe that when we challenge our perspectives, we all can be better business leaders, or for that matter, better people in a diverse world.

If you have a great technology product that you define as a mobile or IoT solution, why not challenge your exuberant enthusiasm for its greatness and really take the time to understand and gain some level of empathy with the executives or physicians or business owners or consumers you are assuming will be impressed! You do not need that survey for “insight,” that can help your business – just get on the other side of the proverbial desk or aisle or negotiating process and see what really makes your customers equally as enthusiastic! Want some help through this exploration? Contact us! We can help you get to know your customer better and transfer some of your enthusiasm to potential clients once they know how you help them with what they care about!

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