Dräger
A German maker of gas detection and medical safety equipment.
Where Dräger comes up1 book
- 1Watch customers on siteTeams observed detectors used in the field
- 2Spot real problemsDetectors kicked into canals; alarms too weak
- 3Design X-zone 5000Built around what the teams saw
- 4Price it higher$4,300, 35 percent above next competitor
- 5Beat expectationsSold 250 percent above expectations
From Dräger X-zone 5000 case
What was said about Dräger
Dräger watched customers on site and designed the X-zone 5000 around what it saw. Dräger teams observed how customers used gas detectors in the field. They found detectors being kicked into canals and alarms too weak to be heard.
The resulting X-zone 5000 was priced at $4,300, 35 percent above the next competitor. It sold 250 percent above expectations.
Monetizing Innovation: How Smart Companies Design the Product Around the Price
Its teams observed customers on site and found detectors being kicked into canals and alarms too weak to hear. The resulting X-zone 5000 was priced at $4,300, 35 percent above the next competitor, and sold 250 percent above expectations.
Dräger watched customers on site and designed the X-zone 5000 around what it saw. Dräger teams observed how customers used gas detectors in the field. They found detectors being kicked into canals and alarms too weak to be heard.
The resulting X-zone 5000 was priced at $4,300, 35 percent above the next competitor. It sold 250 percent above expectations.
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