Align growth initiatives with customer needs

Turn-key projects

We bring customer focus to your innovation and growth projects.

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Boost customer insight skills

Coachings

We transfer our know-how and passion for the customer to you. Always on concrete projects so you can deliver business results.

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Align growth initiatives

Turn-key projects

Roadmaps are often overloaded and lack focus. Which idea adds most value to customers? Where are the low-hanging fruits? And which ideas do not justify the resources needed?

Your innovation roadmap is evaluated and prioritized through the lens of the customers.

AMC Cookware case

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Sometimes concepts are promising, but vague. The customer benefit is not clear, the argumentation is not convincing.

Your innovation concept is sharpened from a customer perspective.

FIFA World Football Museum case

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Every product and service needs a compelling Value Proposition, promising to solve real problems and unmet needs.

With Vendbridge’s promise-centered value proposition design tool you develop razor-sharp propositions to increase market success.

Promise-centered Value Proposition

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Customer journeys have become key to design new products and experiences.

Vendbridge combines customer journey design with Jobs-to-be-done thinking to look beyond solutions and understand journey pain points quantitatively.

Jobs-to-be-done Customer Journey

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Deeply understand what drives your customers, in order to design winning strategies for innovation, go-to-market or branding.

Vendbridge’s Customer-Focused Innovation methodology, proven in more than 100 projects, reveals the customer pains in a holistic, concrete and measurable way and helps spin your strategies towards unmet customer needs.

Assura Case

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Roadmaps are often overloaded and lack focus. Which idea adds most value to customers? Where are the low-hanging fruits? And which ideas do not justify the resources needed?

Your innovation roadmap is evaluated and prioritized through the lens of the customers.

Challenge

The challenges of AMC, a manufacturer of premium cookware:

  • A technology driven innovation roadmap
  • All projects as “must haves”, i.e. no focus
  • Vague understanding of the customers

Results

  • Identification of quick-wins
  • Focused Innovation Roadmap with priority projects
  • Constant stream of innovations based on customer insights
  • Continuous business growth and winner of the 2021 kitchen innovation award

Approach

  1. Customer Foundation to understand the unmet needs along the Customer Journey
  2. Pain Matching to focus the innovation roadmap and prioritize projects
  3. Jobs-to-be-done prototype testing to improve designs and distill sales argumentation

Client Voice

Sometimes concepts are promising, but vague. The customer benefit is not clear, the argumentation is not convincing.

Your innovation concept is sharpened from a customer perspective.

Challenge

FIFA was in the process of designing the FIFA World Football Museum. Construction was underway. The challenges were:

  • Define the museum content in order to attract enough visitors and meet the business plan
  • Target groups, value proposition and market positioning not yet defined
  • Too many content ideas, no clarity on entertainment story

Results

  • All content ideas assessed from the target groups perspective
  • Hero content identified and exploited in marketing
  • Awareness and trial building advertising launch, to build up initial visitor base

Approach

  1. Target group definition and Jobs-to-be-done based competitor analysis
  2. Customer Journey based on Jobs-to-be-done, with quantified unmet needs along the Journey
  3. Workshop series to sharpen the concept

Client Voice

Every product and service needs a compelling Value Proposition, promising to solve real problems and unmet needs.

With Vendbridge’s promise-centered value proposition design tool you develop razor-sharp propositions to increase market success.

Challenge

A multi-national pharma company develops a digital therapy based on virtual reality. The challenges were :

  • Unclear what value the solution should deliver to caregivers, patients and doctors
  • Only anecdotictal data from qualitative market research
  • No evidence to convince management to pursue the development

Results

  • Crystal-clear value propositions defining the role and promise of the solution in a convincing way
  • A concise and convincing argumentation as well as data basis for each element of the Value Proposition
  • Development requirements and design guidelines fully based on relevant unmet needs

Approach

  1. Determining the two key stakeholders influencing the usage decision
  2. Harvesting of existing research reports from a Jobs-to-be-done perspective
  3. Quantitative validation to identify the most relevant unmet needs of the two stakeholder groups
  4. Workshop series to develop compelling Value Propositions for each of the two stakeholder groups

Promise-centered Value Proposition

Customer journeys have become key to design new products and experiences.

Vendbridge combines customer journey design with Jobs-to-be-done thinking to look beyond solutions and understand journey pain points quantitatively.

Challenge

The challenges of a Swiss grocery retailer were:

  • Merging two organisations of previously seperate online retail shops
  • No overarching Customer Journey
  • Ongoing debates about priorities of customer needs

Results

  • A common understanding go the Customer Journey for all teams
  • Full stop to debates about what customer needs are important, but how to solve them
  • Aligned service blueprint to define improvement priorities

Approach

  1. Qualitative interviews to establish a solution-agnostic Customer Journey based on Jobs-to-be-done
  2. Quantitative survey to identify Pain Points of grocery shoppers along the Journey
  3. Workshop series to align teams on customer needs and define priority projects to enhance the customer experience

Jobs-to-be-done Customer Journey

Deeply understand what drives your customers, in order to design winning strategies for innovation, go-to-market or branding.

Vendbridge’s Customer-Focused Innovation methodology, proven in more than 100 projects, reveals the customer pains in a holistic, concrete and measurable way and helps spin your strategies towards unmet customer needs.

Challenge

Assura, leading Swiss health insurer, wanted to re-define its brand. The challenges were:

  • Find a brand narrative which optimally fits the consumer values and the business model
  • Low awareness and poor image in some regions of Switzerland
  • Only anecdotical, gut-feel understanding of the target customers

Results

  • Relaunch the brand behind a new, fully customer-focused positioning
  • Re-design the market communication according to the new brand principles
  • Increased new customer acquisition and growing market share

Approach

  1. Framing the business intention from the Jobs-to-be-done perspective
  2. Run qualitative exploration to collect customer needs, followed by a quantification
  3. Conduct advanced analytics, e.g. cluster analysis, to define customer segments and the right target group for the brand
  4. Develop a compelling positioning statement for the brand agency

Client Voice

Boost insight skills

Coachings

Mastering all techniques to understand customers is challenging. Some building blocks might be missing in your team.

Vendbridge injects skills from own experience with Jobs-to-be-done and general customer insight discovery. Short one-hour sprints to one-day workshops.

JTBD Injector Workshop formats

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The Jobs-to-be-done logic is easy to understand, but challenging to apply. You want to get started with this powerful concept or you are having trouble getting results, contact us.

Vendbridge coaches teams to apply Jobs-to-be-done on real projects. No matter how small or big your company or project is, we help you deliver results while becoming a Jobs-to-be-done expert yourself.

Client Voice

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Value Propositions need to be compelling to convince customers to replace an old product or an existing habit with a new product or habit. But most Value Propistions don’t have the power to do this.

Vendbridge helps to design truly compelling propositions with our promise-centered Value Proposition tool.

Proven Framework

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Startups who shift gear from a technology mindset to a sales oriented mindset dramatically increase their success chances.

The Sales Accelerator for startups helps to achieve this. Proven more than 100 times over the past years with technology startups from the Innosuisse network.

To give a flavor

We work in Miro or Mural and extend it over 3 sessions via Zoom or Teams. The result will be a concrete action plan which the team can implement. Example of a 2020 workshop using Mural:

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Mastering all techniques to understand customers is challenging. Some building blocks might be missing in your team.

Vendbridge injects skills from own experience with Jobs-to-be-done and general customer insight discovery. Short one-hour sprints to one-day workshops.

Easy to understand, hard to apply

Jobs-to-be-done is on of the most powerful ways of thinking to understand the customer. While it is easy to understand, it is quite hard to apply. Some teams struggle with how to run qualitative Jobs-to-be-done interviews, others with how to quantify them. It can even be that first Jobs-to-be-done as a new logic has to be introduced. That is why we offer 6 JTBD Injector formats as shown below – either as a standalone or in a combination that fits your needs best.

JTBD Injector Workshop formats

The Jobs-to-be-done logic is easy to understand, but challenging to apply. You want to get started with this powerful concept or you are having trouble getting results, contact us.

Vendbridge coaches teams to apply Jobs-to-be-done on real projects. No matter how small or big your company or project is, we help you deliver results while becoming a Jobs-to-be-done expert yourself.

Challenge

The challenges of WSAudiology were:

  • Market share with independent audiologists in the US too small
  • Unclear which lever to use to increase brand preference (services, product, etc.)
  • Initial Jobs-to-be-done experiments with mixed results

Approach

  1. Coaching program for UX team to apply CFI method
  2. Framing the JTBD project
  3. Qualitative interview of 20 US audiologists
  4. Validation of Job Metrics with n=150 US audiologists

Results

  • Jobs-to-be-done skills aquired by project team
  • Clear focus of new service development, quick-wins identified and prioritized backlog
  • New emphasis in brand messaging

Client Voice

Value Propositions need to be compelling to convince customers to replace an old product or an existing habit with a new product or habit. But most Value Propistions don’t have the power to do this.

Vendbridge helps to design truly compelling propositions with our promise-centered Value Proposition tool.

Promise-Centered Value Proposition

In innovation, when products are created that do not yet exist, existing customer habits have to replaced. And this is hard. Defining a value proposition early in the innovation process can help. But it has to be truly compelling otherwise it does not move behavior. Our Value Proposition Workshops – based on Jobs-to-be-done – lead to a value proposition that is irresistible, thus has the power to guide the innovation process in a way that existing habits are replaced. We call it Promise-centered Value Proposition.

Proven Framework

Startups who shift gear from a technology mindset to a sales oriented mindset dramatically increase their success chances.

The Sales Accelerator for startups helps to achieve this. Proven more than 100 times over the past years with technology startups from the Innosuisse network.

Convincing Sales Stories & Tactics

The digital Sales Accelerator is a series of 3 interactive online workshops, animated with Miro or Mural. Objective is to sharpen the value proposition and develop promising sales stories. Deep dives into specific topics might follow. During the workshops, we will discuss some of the following challenges and define answers how to go forward (deliverables in brackets):

  • What are your most promising market segments? (Market Segment Analysis)
  • What is the buying decision center? (Buying Center Analysis)
  • What’s your sales story? (Value Proposition framework)
  • How do you fill your sales pipeline? (Lead Generation Pitch)
  • How do you turn promising leads into revenues? (Lead Analysis)
  • How to develop an effective marketing and sales strategy?
  • How to prepare and conduct an effective sales meeting? (Sales Presentation Draft)

The follow-up sessions are about specific issues, e.g.:

  • Customer meeting preparation: How to win in an upcoming sales call?
  • Pitch rehearsal: How to pitch your story in a few minutes to a customer?
  • Pricing: How to link your price strategy to the value proposition?
  • Reseller strategy: How to identify and manage resellers?
  • Effective marketing communication: How to design effective marketing & sales material?

To give a flavor

We work in Miro or Mural and extend it over 3 sessions via Zoom or Teams. The result will be a concrete action plan which the team can implement. Example of a 2020 workshop using Mural:

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