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Agile Computing Authors: Pat Romanski, Zakia Bouachraoui, Elizabeth White, William Schmarzo, Liz McMillan

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Keepers of the Truth


Reality comes from our markets, not ourselves.

I seek customer, prospect and partner feedback before I ever begin to brainstorm a strategy.  Clients often ask me why I don’t take their word for where they are and what they do.  It’s not that I don’t believe them. I do. 

It’s that I don’t believe any of us can clearly see today’s reality through the eyes of our buyers.  We’re too busy managing the day-to-day in our overloaded lives. We need clear perspective - and that comes from the keepers of the truth – our audiences.

We all think we know our markets, know that we can promote what we believe to be best for our buyers - which happens to be our products. Unfortunately - that's just not the case anymore. There was a day when advertising and marketing could sway a market - but no more.  The internet and social media changed that forever.

Today's buyers control their own destinies through information.

Everything we need to know about our present and future is in the eyes and hearts of our customers. They know their present needs and can offer advice to improve and enhance our value.  They  also know  the progress they want to make, the challenges they expect to face.

Our audiences put their money where their beliefs are.

Since those dollars represent the holy grail we seek – I follow them, not internal opinions. I care what internal players believe - but I also know that the customer is my Keeper of the Truth. Customer opinions are the only ones that matter. Creating strategies in the vacuum of our own corporate legends is how we fail. 

Ask yourself- when was the last time you made a decision based on real-world audience input, instead of the opinions of your executive team, or that engineering manager or sales leader?

What customers see as true value is  very different from what we believe. That’s a fact that must drive every value, opportunity and growth decision we make.

If we haven’t validated our decision with multiple and varied customers and prospects, then that decision is just an assumption.  Usually it’s an assumption based on our own status quo thinking.

And we all know what happens when we assume, now don’t we?

Read the original blog entry...

More Stories By Rebel Brown

Rebel Brown guides organizations and individuals to harness the power of their minds to step into their ultimate potential. A masterful agent of change, for over 25 years Rebel Brown has inspired, coached and empowered individuals and businesses to unstoppable performance and results. As a recognized market strategist and turnaround expert, Rebel guided over 200 global organizations to step beyond their status quo perspectives to create profitable market advantage. She also worked with US and European venture firms to successfully fund and launch their portfolios. She also ran a consulting practice in Paris for three years, working with European clients. Fascinated by the power of our human minds to limit ourselves and our business results, she began her study of neural science. Her core question was simple. What could we do if we had no limits? Today, she brings the power of neuroscience to business (NeuroBusiness),fueling limitless thinking that drives powerful bottom line growth for her executive and corporate clients. Rebel’s work has been featured in media including First Business TV, Forbes, Inc, Entrepreneur, Business Insider and Business Week. She is a Vistage International speaker and workshop leader as well as NSA speaker. She’s also been named one of the Top 100 Women in Computing. Rebel is also the founder and director of the Unstoppable U Foundation, a non-profit program committed to guiding kids to know that they are born to be Unstoppable!

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