This article was developed from an expert of an interview with Peter Eckart. Watch the video are read the article below.

Understanding the Value Chain

Easy access to technological advancements is increasing competition. Businesses across all sectors struggle to stay ahead of changing market trends.

The key to not just surviving but thriving in this volatile environment lies in understanding the intricacies of the industry’s value chain and focusing on the customer’s needs and experiences.

Peter Eckart, a Collaboration Manager with 10EQS, shares his insights on how businesses can navigate these waters with a strategic approach that prioritizes holistic understanding and customer engagement.

“Understanding the value chain in your industry is crucial,” Eckart believes, drawing on the space sector to illustrate his point. With rockets soaring into space and satellites orbiting Earth, the space industry captures the imagination with its high-profile launches and technological marvels.

Focusing on the Customer

However, Eckart quickly reminds us that we must shift from the splendor to the substance. He points out that the real value isn’t in the flashy technology that leaves people staring in awe.

Instead, it’s the services the technology enables back on Earth. “It’s not the launchers or the satellites themselves where the money is made,” he explains, “but in how these technologies are used by everyday people and businesses for communication, entertainment, and navigation.”

This perspective shifts the focus from the products to the customers. It highlights that the ultimate measure of an industry’s success lies in its ability to serve and add value to the end user’s life.

Eckart’s approach emphasizes the importance of understanding the entire value chain. We must evaluate the glamorous front end (space exploration) to the downstream applications that integrate these technologies into our daily routines.

Businesses need a comprehensive approach to understanding market trends that goes beyond the confines of industry insiders and seeks insights from the market’s end users. “To truly grasp what’s happening in your industry, you have to walk down the value chain and listen to what your customers are saying,” he advises.

This method involves engaging directly with those who use the services and products and understanding their needs, challenges, and expectations. It’s a strategy that demands businesses to be agile, adaptable, and attentive to the shifting sands of consumer demand.

Voice of the Customer Uncovers Needs and Trends

Listening to customers provides more than just feedback. Voice of the customer offers a roadmap for future development and innovation. And you do this by combining voice of the customer interviews with extensive secondary research.

Eckart points to the growing field of satellite communications, championed by figures like Elon Musk, as an example of an area ripe for exploration.

Yet, he cautions the sustainability and practicality of such ventures must be critically assessed. “How real is this as a business? How sustainable is it going to be?” Eckart questions, underscoring the need for businesses to critically evaluate the long-term viability of their initiatives.

Success in any industry hinges on adapting to evolving customer needs and market trends. The space industry is complicated. But it exemplifies this transition with its dynamic shifts from hardware to service-oriented models.

Navigating Industry Complexities

Businesses that can anticipate these changes and pivot accordingly will not only survive but flourish.

Eckart’s insights serve as a valuable guide for businesses navigating the complexities of their respective industries.

Companies can chart a course through the unpredictable waters of the modern marketplace by understanding the value chain, focusing on customer needs, and maintaining a flexible approach to innovation.

His message is clear: in a world where change is the only constant, the path to success is paved with a deep understanding of where value is generated and a commitment to serving the end user.

If you need support understanding your market trends and gathering voice of the customer, click the contact button below.

We’d be happy to discuss how 10EQS can support your needs.