FROM THE INDUSTRY
• Innovation Speed: By tapping into the champion’s unique expertise, our product developers were better able to use their own design and manufacturing knowledge to introduce new concepts and features, advancing innovation beyond what might have come were the product developed without customer
include driving innovation, enhancing user satisfaction and streamlining deployment. By leveraging the insights of the champion, we have created a product also relevant to the customer’s network, more fully meeting the unique needs of this service provider and positioning the product to be marketed to additional network owners. This collaboration led to a superior product while simultaneously strengthening the relationship between the companies.
As the new LiNC product is successfully released for general use within the service provider market, there are several key takeaways from this approach to product development. • Product Relevance: The product is extremely relevant when matched against the specific pain points and needs expressed by the champion. Attention to these details resulted in a product more closely aligned with their unique requirements, while also assuring that it fits in with the service
involvement. Of course, this has catapulted the product ahead of
possible competitive solutions, while also allowing the customer to benefit from the innovations sooner. • Customer Satisfaction: Naturally, the champion has an “ownership” of the product beyond a simple customer-supplier relationship. Others in his company interpreted his active participation as an invitation to provide their own direct input as well, further advancing the goals of both companies. The resulting satisfaction as well as a sense of ownership will likely serve well to promote more long- term collaboration moving forward. Our collaborative partnership with a knowledgeable customer champion has brought numerous benefits along with the delivery of a new network product. These
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provider’s existing infrastructure. While the product is viewed as a
custom fit for a specific customer, the similarity between the broadband fibre infrastructures of all service providers makes it a solution that may be deployed industry wide. • Streamlined Deployment: The processes within a service provider to secure and deploy new technology can be quite complex, and unique to a given geographical area or network topology. Collaborative efforts of the joint product team ensured a smoother integration within these as well as other unique complexities.
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Volume 46 No.1 February 2024
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