Dan Adams
Dan Adams is the founder and president of The AIM Institute, a training firm that helps B2B companies understand customer needs before they develop products. He is a chemical engineer and has spent more than 40 years working in and with Fortune 500 companies on B2B innovation. He created New Product Blueprinting, a voice of customer method for B2B product development, and wrote the books New Product Blueprinting and Business Builders. He has taught the method in hundreds of workshops around the world and has lectured in Wharton's Executive MBA program.
theaiminstitute.com/about-aim/aim-team/dan-adams
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A B2B Value Proposition Framework Built From Customer Outcomes
A value proposition written in a meeting guesses at what buyers want. Dan Adams lays out a sequence that builds it from customer outcomes, measured, compared, and put into money.