Category: IMD Business School

  • Jon Hirschticks New Venture William D Bygrave

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    In 1995, when Marco Iansiti and Ellen Stein were writing their landmark book “Understanding User Needs,” they could never have imagined that it would lead to a 2004 re-envisioning and re-definition of what the title meant and what it implied. Back then, “understanding” was the domain of scientists and philosophers. company website “User needs” was a phrase that seemed to suggest some sort of niche, academic pursuit. The authors’ book changed that paradigm; it elevated the term to

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    – Understanding User Needs (1995) User needs have to be understood in order to create products, services or experiences that work in the real world. Marco Iansiti and Ellen Stein provided the first framework to understand the concept. This approach has been widely used in business and design and has influenced all the subsequent frameworks, such as the CX Framework by IBM (2017), which is a powerful tool to understand customer needs. Iansiti and Stein use a three-way conversation model to help understand the user. The model has three phases

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    1. Understand the target customer – first, define the target customer. The target customer needs and wants to use an information technology product. 2. Learn their needs and problems – analyze the target customer’s pain points, weaknesses, challenges, and opportunities. 3. Understand the user flow or process – map the user’s interaction with your product. Map out how your product works, including the actions, stages, and features. 4. Use heuristics – examine customer decision making and their preferences using heuristics (