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Column: Selling UX

UXmatters has published 45 editions of the column Selling UX.

Top 3 Trending Selling UX Columns

  1. Empathy Is the Key to Innovation

    Selling UX

    A unique perspective on service UX

    A column by Baruch Sachs
    June 3, 2019

    Much has been written on the difference between innovation and invention. This makes some sense because it seems every company in the world, big or small, is striving for an innovative approach to solving existing problems. However, there is mass confusion about what innovation actually is—especially in the enterprise-software space.

    It seems that every consultancy is frothing at the mouth to win the very lucrative opportunities to help organizations solve their digital-transformation problems. And they’re employing our experience-design playbook to do this.

    How? In a word: empathy. Hearing and reading about all the latest approaches in technology and sales, empathy is the best new thing—the secret skill that can enable us to reach dizzying, new heights. Empathy could solve world hunger and make us all better people. But the fact that empathy does actually make us better people is lost on most. Empathy can help us innovate more quickly and, ultimately, sell more products, satisfy more customers, and generate greater revenues. Read More

  2. Citizen Developers as Innovators

    Selling UX

    A unique perspective on service UX

    A column by Baruch Sachs
    May 17, 2021

    “Innovation happens when people are given the freedom to ask questions and the resources and power to find the answers.”—Richard Branson

    While Gartner coined the concept of a citizen developer about a dozen years ago now, this past year has accelerated the maturation of that term and clarified its meaning. The global pandemic has really forced organizations to become very specific and mindful about their business goals, as well as the outcomes that are necessary to meet those goals, which have become both more acute and less specific.

    Individual groups within an organization might feel a deep pull to take greater control of the achievement of business goals. Organizations are increasingly seeing citizen development as a fundamental way of enabling the realization of their business goals, while enabling and motivating their workforce during very challenging times. However, citizen development is not without its own set of struggles, nor is it a magic bullet. The no-code platforms that enable citizen development have become easier to use and more prevalent. Plus, their ease of use has actually brought citizen development—as well as what it is and what it is not—into sharper focus. If anything, it has become even clearer that citizen development is more of a mindset than an actual role or tool. Read More

  3. How to Be Really Good at Losing

    Selling UX

    A unique perspective on service UX

    A column by Baruch Sachs
    September 20, 2021

    One program I helped develop and now lead at my company is an innovative, deep-level customer-engagement program that combines design thinking, business-value analysis, and enterprise architecture to help potential clients look at their business challenges in a different way. Rather than focus on features, functions, or even software in general, we focus on helping clients to better understand their business needs and frame them in a way that prevents their seeming insurmountable or like something they could fix only through a massive investment in the wrong technologies.

    Overall, this is a highly successful program that has really unlocked benefits for our clients, as well as our own company. In general, our win rate is rather high when we get involved, so many clients want to engage with us—and not just one time but for a longer-term, strategic level of engagement. While that is an achievement for which we are striving, nothing is perfect. So, even when we get involved, we don’t always win. When we don’t win, we often become discouraged and beat ourselves up about what we could have done differently to prevent our losing. Read More

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