Final Customer Purchasing from the Product Producer

Use Steps: Use steps include all the customer's value added activities or the consumption of the product itself. These steps include all the costs the customer incurs in employing the product in its intended use.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

B. Needs to avoid sources of anxiety

3. Economic limitations: Segment customers according to the limitations set by their economic interests and concerns

Savings of potential product vs. current solution
Savings on customer building block costs

People costs

No.	SIC	Year	Note
1	2700	1986	A computerized roadmap system would replace paper roadmaps. The driver inserts a cassette tape and on a small TV screen it shows the car's location and destination. As the car moves, sensors monitor its speed and direction, constantly updating the display.
2	2700	2002	Donnelley is offering new services like computer aided proofreading and galley-checking to magazine publishers, which would likely pay dearly to offload such headaches.
3	3534	1997	Aerial work platforms come in two varieties and are used as an alternative to traditional scaffolding. The booms are essentially baskets fixed to the end of a long, expandable pole. Both devices have an advantage over traditional scaffolding, because scaffolding has to be put up and taken down.
4	3571	2002	As personal computer sales languish, companies are turning to thin-client devices to boost sales. The devices are cheaper to buy and maintain than PCs, offloading data processing, storage and applications to servers. Thin-client shipments grew 21% in 2001while PC shipments fell 4%.
5	3571	2004	Eager to lure video game developers to its Xbox console, Microsoft is making it cheaper and easier for them to write games. Many once leery of working with the software giant now say they're eager to develop games for the new Xenon.
6	3572	2001	Because of a slowdown in tech spending, several makers of storage systems are introducing and updating their midrange products. Each of these products is used in divisional and departmental-sized business units. Hitachi Data Systems announced HiCommand, software that can help automate storage management. The product allows storage managers to control all aspects of Hitachi’s Freedom line of storage products from single, integrated Web-based interface.
7	3577	2002	Sony's vision for wireless networks able to connect all their products in the home motivated the company to invest $1.9 billion in new chip facilities in the past two years.
8	3674	2001	To build support with PC makers, Via formed a new unit called the Platform Solutions Division, which makes PC motherboards and sample product designs. Via emphasizes total connectivity, and they cover all products.
9	3700	1987	SuperBuses consume 13% less fuel & require 40% less upkeep than conventional buses but ride very smoothly. The passenger compartment is customized.
10	4812	2001	Another Globalstar plan is to sell data services to companies that need to monitor far-flung operations, such as pipelines. With a modem designed by Qualcomm, users can send data such as pressure, flow and temperature to a far-off control center.
11	4813	2002	As AT&T continues to struggle in the telecommunications industry, the CEO plans to take AT&T up market, positioning it as a premium communications service for businesses and affluent customers. The company plans to offer a highly accurate voice-recognition to help big businesses reduce staff. The long-distance base has dropped to 50 million customers from 80 million in just five years.
12	4813	2003	It is extremely difficult to take on well-established phone companies, even with new internet technology. A lot of internet-based calling systems have good features and cheap prices.
13	7372	2000	Accrue's giant database and proprietary Insight software tracks Web users' behavior when buying or browsing products. Accrue can tell Apple for example how many visitors looked into buying iMacs and other information.
14	7372	2001	Web services are shaping up to be the next big frontier in computing. Technology leaders foresee a day when all manner of jobs, from managing relationships with customers to coordinating with distributors will be handled by service delivered by the Net rather than with traditional software programs, phones, and faxes. While is its too early to tell how big the market will be, this is one topic where Sun CEO and Microsoft agree. Everything in the world will be in Web services.
15	7375	2005	When Web surfers install Google's toolbar in their Internet Explorer Web browser and click the AutoLink button, Web pages with street addresses suddenly sprout links to Google's map service. Book publishers' ISBN numbers trigger links to Amazon.com. Vehicle ID licenses spawn links to Carfax.com.

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