“Innovation is seeing what everybody has seen and thinking what nobody has thought.”
-Dr. Albert Szent-Györgyi
Nobel Prize winner in 1937 for the isolation of Vitamin C
People often say, “We have a team that does this.”
Internal teams are generally strongly impacted by the intricate interplay between cognitive biases, particularly cognitive fixedness, passion, and the emotional challenges arising from uncertainty.
These factors often operate unnoticed, acting as veils that obscure the underlying obstacles contributing to well-known business problems such as:
Unclear Customer Value Proposition
Customer Value Proposition lacks meaning for end customers
Absence of an optimal Value Proposition in a complex ecosystem or business model
Partnerships and Alliances are not yielding expected revenue
Sluggish sales
Unexpected loss of deals
Slowing pipeline velocity
Stagnant revenue
High employee turnover
Customer service issues
High volume of negative reviews
Slipping standing in industry reports
Capacity issues impeding revenue
Acquisitions causing feature overload
Acquisitions causing delays in Time To Market
Moxie89 works with customers to alleviate the ways these cognitive tendencies and emotional hurdles unintentionally blind individuals to the root causes of challenges. Discover with us how our unbiased approach is a catalyst for uncovering innovative solutions in the ever-evolving landscape of business.
The case of misaligned messaging
In the realm of technical agencies, one faced a considerable challenge when attempting to market a software they had successfully utilized in-house but failed to sell externally. The product suffered from a lack of clarity—prospective buyers were befuddled about its functionality and how it would deliver on its promises of simplicity. The value proposition was muddled, creating discrepancies across various roles. Moreover, partners were hesitant to adopt software from a potential competitor. The founder of Moxie89 stepped in, crafting new messaging and working with the technical team on demos that focused on the functional and emotional jobs specific to different roles. This strategic shift successfully captured interest, ultimately leading to an enterprise software provider acquiring the platform and seamlessly integrating it into their own DXP.
The case of a travel experience provider creating chaos
A leading travel experience provider found themselves in a quandary as their successful business expansion inadvertently led to crowding issues and escalating negative feedback. Concerned about potential repercussions on brand loyalty, contractual losses, and the emergence of disruptive competitors, the company sought Moxie89's expertise in Product Marketing. Conducting over 60 one-on-one interviews with various stakeholders, including credit card network providers, airports, airlines, food service companies, and lounge operators, Moxie89 delved into the intricate ecosystem. Internal employees were extensively interviewed, and mobile ethnographic interviews were conducted in strategic markets, providing an in-depth understanding of the traveller experience. The resultant insights paved the way for innovative approaches to alleviate crowding, strengthen relationships across the ecosystem, and enhance capacity opportunities. Notably, employees were educated on Jobs To Be Done theory, transforming their understanding of the project's deployment.
The case of sales deceleration
An agency was grappling with persistent challenges in their sales pipeline. The frustration stemmed from a perceived slowdown in the review of proposals and contractual agreements by prospective clients. We analysed the functional, social, and emotional jobs of buyers, identifying a need to revamp contract style, language, and deal structures. Armed with a deeper understanding of the buyer's perspective, the sales team swiftly accelerated the size of customer relationships while concurrently boosting sales pipeline velocity. Our strategic insights streamlined the entire sales process, addressing friction points and yielding tangible improvements in customer relationships and overall sales performance.