The development partner

Abstract

Outlines a product definition process which has proved to be successful with the Queensferry Telecom Operation within Hewlett Packard. The process involves two levels of customer relationship – one classed as “development partners” – and the rest as “other” customers. The development partners directly influence a new product definition with supporting information drawn from the other customers and the market competition. The other customers′ needs are addressed after product launch as part of a follow‐on programme of incremental development.