Emergic: Rajesh Jain's Blog

Emergic: Rajesh Jain's Blog header image 2

Ideas and Innovations as a Differentiator

September 23rd, 2011 · 34 Comments

During a recent customer meeting, I realised that when talking (pitching), I needed to separate what I saying into two:

  • The first part of what I was selling was effectively a commoditised set of products (email, SMS, etc.). Many other companies could offer the same set of products. Here, our pricing had to be competitive, and there is always some pressure on margins. While we could claim some technological superiority or better service, these would not be enough for us to charge a significant markup as compared to competition.
  • Then, there was a second part to the meeting. Here, we were discussing ideas and innovations -things which could become “gamechangers” for the customer. They were expecting ideas and innovative solutions to solve the challenges they had in both customer acquisition and customer retention (or engagement). Here, there was no discussion on pricing. Budgets were infinite if we could come up with the right solution. Competition wasn’t even talking this language.

I came back and shared these thoughts with my sales team. We needed to do both. But, increasingly, we needed to spend more time on the second – thinking hard about the customer’s business, and how the “Lego blocks” we had could fit together to make a big change for the customer.

Tags: Uncategorized

34 responses so far ↓

  • 1 Siddharth Chawla // Sep 23, 2011 at 9:57 am

    That sounds perfect. That is what we are working on.

    Infact I like to call the second part as use cases. Customers are always ready to listen to use cases while most of competitors are selling technology.

    And being able to offer a customized solution to their use case can be the difference between good margins and poor margins.

    Thanks for reminding.

    Siddharth

  • 2 Sundar // Sep 24, 2011 at 5:58 pm

    Rajesh,

    On the first one, I suggest you offer consulting services, which command a premium, separate from the commodity products/services. There are always customers wanting consulting. Will mail you separately on this.

    On the second one, consulting could be integral to the services and it could also take shape like co-creation / COIN – Collaborative Innovation Network.

    Sundar

  • 3 Jesper Lindgren // Oct 11, 2011 at 1:07 pm

    What you’ve exspirienced is that an ideas overrules anything else, no smart words og fancy learned technics or tactics, overrule when anybody realises a good idea.

  • 4 online dissertation help uk // Oct 5, 2018 at 4:18 pm

    One of the keys to any effective business is having the capacity to think of new plans to keep operations, items and services fresh. The way toward conveying those plans to the truth is called advancement! The greater part of business experts concur that development is basic to their prosperity.

  • 5 help with assignment // Oct 6, 2018 at 3:14 pm

    On the value creation frontier, we have differentiation at one end, and cost leadership at the other, but is it possible for a company to be both at the same time

  • 6 Assignment Writing Service in London // Dec 12, 2018 at 4:46 pm

    I saw there are now very tough market in all the field if you are new one to enter the market then you need to compete with old sellers or that who have to spend their lots of time in the market you could offer the new and low prices with good quality this where you survive in the market and second give the that could be the gamechanger for you and your company

  • 7 web design company in Pakistan // Jan 24, 2019 at 1:13 pm

    This is the era of modern and technical thinkings and thoughts and we need the most technical and creative thinkings and especially for sells and marketing, the digital marketing strategies are one of the best and technical strategies to promote the business and increase revenues.

  • 8 writing app // Feb 7, 2019 at 7:30 pm

    In every big deal, the details are important. This is good post.

  • 9 University Thesis Help // Feb 28, 2019 at 10:24 am

    Well Thanks For Posting Such An Outstanding Idea. I Like This Blog & I Like The Topic And Thinking Of Making It Right.

  • 10 Online Assignment Help // Feb 28, 2019 at 11:13 am

    Only Professional Writers Can Make This Kind Of Material, Cheers

  • 11 Assignment Helper // Feb 28, 2019 at 12:01 pm

    Pretty Helpful Material, Much Thanks For This Article

  • 12 Do My Biology Assignment // Feb 28, 2019 at 12:24 pm

    Dissertation Guidance Provides Quality Online Dissertation Help For Students.

  • 13 Mba Writing A Case Study Analysis // Feb 28, 2019 at 12:33 pm

    Only Professional Writers Can Make This Kind Of Material, Cheers

  • 14 Case Study Analysis // Feb 28, 2019 at 12:42 pm

    This A Good Way To Appreciate The Teacher As They Put Their Efforts To Train Students. UK Dissertation Writers Appreciates The Teachers.

  • 15 Mba Writing A Case Study Analysis // Feb 28, 2019 at 12:51 pm

    The Leading Assignment Help UK Firm Offers State Of The Art Services To Its Clients With A Promise Of Delivering All The Required Work Well Within The Deadline.

  • 16 Mba Writing A Case Study Analysis // Feb 28, 2019 at 12:57 pm

    Hi Buddy, Your Blog’ S Design Is Simple And Clean And I Like It. Your Blog Posts About Online Dissertation Help Are Superb. Please Keep Them Coming. Greets!!

  • 17 Case Studies Analysis // Feb 28, 2019 at 1:05 pm

    Those Who Come To Read Your Article Will Find Lots Of Helpful And Informative Tips

  • 18 Write My Admission Essay For Me // Feb 28, 2019 at 1:13 pm

    Things Are Very Open And Intensely Clear Explanation Of Issues. Was Truly Information. Your Website Is Very Beneficial.

  • 19 Online Course Help // Feb 28, 2019 at 1:21 pm

    I Loved The Way You Discuss The Topic Great Work Thanks For The Share.

  • 20 Engineering Assignment Help Service // Feb 28, 2019 at 2:55 pm

    Amazing Article Thanks Or Sharing..

  • 21 Essay Writing Service Reviews // Feb 28, 2019 at 3:13 pm

    I Must Say We Should Have An Online Discussion On This.

  • 22 cheap essay writing service // Mar 7, 2019 at 6:39 pm

    The 6 Dollars Essay is USA based essay writing service providing company. This Company is offering very cheap writing service that starts from 6$/page. Our promise is to provide a guarantee top essay writers in the USA. We are helping students to get good grades in the subject of Nursing essay help and marketing essay help also offering the service of Assignment writing, Buy Essay, Dissertation writing and homework writing help online. Student can get this service 24/7 with highly professional and PhD writers to achieve highest marks on academic papers.

  • 23 24 hour write my essay // Mar 15, 2019 at 3:40 am

    I need some ideas for invention and innovations. I have something in mind tho, I am planning to do about nano batteries. How nano batteries can be used for cars in the future. but i dont feel its a good idea. any good ideas?

  • 24 Adam Cole // May 6, 2019 at 12:31 pm

    I need some ideas for invention and innovations. I have something in mind tho, I am planning to do about nano batteries. How nano batteries can be used for cars in the future. but i dont feel its a good idea. any good ideas?

  • 25 Car service boston // Jun 3, 2019 at 10:08 pm

    To meet the proposal of your most loved spots you need to pick better car service Boston that opposes the joy ride. You ought to have an extensive number of decision to pick between your ride.

  • 26 writing essays // Jun 27, 2019 at 4:11 pm

    Essay writing isn’t really as easy as it seems. It requires a person to be efficient at a combination of multiple skills. But what can a student do when there simply isn’t time to conjure up an interesting essay? Well, they can go to Done Essays for writing help.

  • 27 Alison Macgomery // Jul 16, 2019 at 1:02 am

    A one sentence body paragraph that simply cites the example of “George Washington” or “LeBron James” is not enough, however https://essaysprofessors.com/samples/environment/green-energy.html . No, following this an effective essay will follow up on this topic sentence by explaining to the reader, in detail, who or what an example is and, more importantly, why that example is relevant.

  • 28 Dermaroller online // Aug 21, 2019 at 1:32 am

    Derma roller is used for improving the Skin Aging problem. A Derma Roller has too many sharp but small needles fixed on a roller. When it rolls on to your skin, these needles make very little injuries in your skin for healing and getting back the actual property of the skin.

  • 29 Naveed // Aug 26, 2019 at 9:38 pm

    If you are looking for a heating and air conditioning company in the Tulsa County area, Our professional technicians can help you select, install, and maintain equipment to assure efficiency, reliability, and comfort over the lifetime of your products
    Fly banner

  • 30 Denise Adams // Sep 2, 2019 at 5:01 pm

    You certainly want to be part of your favorite university’s everyday learning process and you want to spend the next four years here on campus. If yes, go ahead, find a great college acceptance letter sample and stick to this, after you will know how to create a good essay.

  • 31 Derma roller // Sep 17, 2019 at 6:08 pm

    “Looking for a derma roller or a microneedle roller? Linduray Skincare offers the solutions you need to improve your skin at home! Our microneedle roller is the perfect compliment to your current skin routine. Use your favorite products after and maximize their effectiveness. Skincare just got a whole lot easier! “

  • 32 Elizabeth Hurst // Sep 20, 2019 at 11:43 pm

    what is the difference between distance education& correspondance courses?

  • 33 Undertaker Coat // Oct 1, 2019 at 2:30 pm

    Its very interesting article i have seen today, I appreciated your hard working and writing content skills. Thanks for sharing such a informative and helpful article for us.

  • 34 Besk UK Essay Help Online // Oct 2, 2019 at 4:25 pm

    This is the time of present-day and specialized thinkings and considerations and we need the most specialized and imaginative thinkings and particularly for sells and advertising, the advanced showcasing procedures are truly outstanding and specialized methodologies to advance the business and increment incomes.

Leave a Comment