Mount Arbor Blog

Technical Value vs Business Value: why engineers don't always know what's best for the customer

14-Dec-2017 12:18:31 / by Andrew posted in blog, marketing, storytelling, Tech

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Engineers like to solve problems. Show me an excited engineer and I’ll show you a man with a problem. Noodling with algorithms and figuring out how to connect one thing to another excites a problem solver like nothing else. In technology companies, it’s always an advantage to have people who love the challenge of diving into complexity and emerging with simple, elegant solutions. These can then be sold to customers - provided the solution is actually something the customer wants.

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The Forest and the Trees: selling the value of new concept products

10-Dec-2017 12:06:38 / by Andrew posted in blog, marketing, storytelling, Tech

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New concept businesses can’t sell like others with more familiar products. Selling a pair of jeans in a department store requires a particular type of selling, emphasising the value of something already understood to be useful and desirable to the customer. Selling a platform or product that does something that's never been done before requires two extra steps...

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