WhatTheyThink

Premium Commentary & Analysis

2018: A Focus on Customer Needs

In the year ahead, changing customer demands, ongoing technological shifts, more intense market competition, and ever-changing communication trends will require print providers to make innovation a top priority. This article (the second in a three-part series) highlights key application trends that are expected to have a significant impact on print providers' prospects for growth in 2018.

Thursday, January 25, 2018

By Barb Pellow and David Stabel

Regardless of size or industry, all companies face the continual challenge of defining and developing products and services that customers want to buy. In the book entitled The Innovator’s Dilemma, Author Clay Christensen notes, “Customers want to ‘hire’ a product or service to do a job. People don't want to buy a quarter-inch drill—they want a quarter-inch hole!"

This article—the second in a three-part series—highlights strategies for becoming the partner that your customers will “hire” to get the job done. In next week’s article, we’ll explore the key requirements for execution and implementation.


Continue reading your article
with a WhatTheyThink membership.

WhatTheyThink Annual Membership

Less than $4/week.

Get unlimited access to in-depth commentary and analysis covering the latest trends, emerging technologies, operational strategies, and key events across every segment of today's printing industry.

Stay informed. Stay competitive. Stay ahead.
WhatTheyThink Day Pass

$5 for 24 hours

Unlimited access to all of WhatTheyThink. Get your Day Pass

Already a member?
Sign In

About Keypoint Intelligence

Since 1961, the digital imaging industry has relied on Keypoint Intelligence for independent hands-on testing, lab data, and market research to drive product and sales success. Keypoint Intelligence has been recognized as the industry’s most trusted resource for unbiased information, analysis, and awards. Clients have harnessed this knowledge for strategic decision-making, daily sales enablement, and operational efficiency improvements. Keypoint Intelligence continues to evolve with the industry by expanding its offerings and intimately understanding the transformations occurring in the digital printing and imaging sector.

Recent Articles from Keypoint Intelligence

Artificial Intelligence in Production Printing

Artificial Intelligence in Production Printing

AI was once viewed as a distant-future disruptor, but it’s now making its way into real-world deployments. Instead of completely revolutionizing the print production process, AI is facilitating incremental improvements. This article explores how savvy businesses are using the technology to refine their print production processes. Read More

Keypoint Intelligence Quarterly Update: The State of the Industry

Keypoint Intelligence Quarterly Update: The State of the Industry

German Sacristan, Principal Analyst–Production for Keypoint Intelligence, talks about the state of the industry as we hit the halfway point of 2026, and offers advice for print businesses for the latter half of the year. Read More

Why Connected Production Lines Will Define the Next Stage of Corrugated Growth

Why Connected Production Lines Will Define the Next Stage of Corrugated Growth

Speed on the pressroom floor is still an important factor, but real performance improvements are being driven by smoother workflows, better data, and faster decision-making. Read More

Production Inkjet Printing: Ever Expanding, Ever Evolving

Production Inkjet Printing: Ever Expanding, Ever Evolving

Production inkjet technology has emerged as the cornerstone of today’s printing revolution. Inkjet has become a versatile and efficient solution for print service providers of all sizes. As we move into the future, critical factors like automation, artificial intelligence, and greater media flexibility promise to further enhance inkjet's capabilities while uncovering new opportunities for growth and innovation. Read More

Rising Print Cost Pressures: What They Mean for You

Rising Print Cost Pressures: What They Mean for You

Higher print costs are nothing new, and there’s no sign of them letting up. Factors like energy costs, labor pressures, inflation, logistics disruptions, and postal costs are converging on the printing industry and causing higher prices. Rather than moving in isolation, these factors are combining and intensifying. This article explores some of the key pressures that the printing industry is facing. Read More