1. 1. B2B: Richer engagement than B2C 3. How Discovery sessions help 2. What Discovery sessions look like 4. Learning more about Blueprinting New Product Blueprinting Discovery Sessions How B2B suppliers and customers can work together to innovate New Product Blueprinting Discovery Sessions How B2B suppliers and customers can work together to innovate

2. 1. B2B allows richer engagement than consumer goods Imagine a hose supplier getting advice from B2B or B2C customers… B2B: Hydraulics Hose B2C: Garden Hose Shouldn’t these customer conversations be different? There can be a deeper B2B discussion since B2B customers have more… Most B2B suppliers & customers can have far more productive and respectful peer-to-peer discussions than are common today.

3. 2. What do Blueprinting Discovery sessions look like? We won’t try to “sell” you anything No joint “problem-solving” either Just tell us desired end-results Only share as much as you’d like We’ll digitally project our notes Please correct what we get wrong We’ll record everything you want … and nothing you don’t want We’ll clean up & send you a copy Bring your brain & we’ll do the rest

4. 1. Current State 2. Problems 3. Ideal State 4. Triggered Ideas 5. Top Picks 2-3 Questions in traditional Q&A formatRecord on yellow digital “sticky notes”Record on green digital “sticky notes”Record on blue digital “sticky notes”Drag customer favorites to the top 2. What do Blueprinting Discovery sessions look like? 5 Parts of a Discovery session…

5. They have a 75% failure rate Source: Cooper, Winning at New Products-3 rd Ed, p. 11. 3. How this helps B2B suppliers … Sell Develop IdeaValidate Front End After the typical supplier begins the product development stage… When suppliers understand customer needs, this waste drops… a lot.

6. Most companies have abandoned closed innovation… … in favor of open innovation Universities Startups Inventors In-license 3. How this helps B2B customers… Closed Innovation We invent everything ourselves Open Innovation We look outside for innovation Your best source of external innovation may be your suppliers… Suppliers—Existing & New Already staffed with industry experts Eager to work on your problems You can decline their innovation They only get “paid” if they succeed No risk on your part This is the supplier we want to be for you. But … we need to know what you want us to work on.

7. 4. Learning more about New Product Blueprinting… Get answers to 12 common questions at www.haveyoubeendiscovered.com/ www.haveyoubeendiscovered.com/ Watch 2-minute videos & read how global corporations use Blueprinting at www.newproductblueprinting.com/ www.newproductblueprinting.com/ Download free chapters of the book at www.newproductblueprinting.com/book- and-resources/book-on-blueprinting/ www.newproductblueprinting.com/book- and-resources/book-on-blueprinting/