How to kickstart growth in mature markets

Image by HILTI Group

Simply developing better and more reliable tools would not solve the problem; HILTI needed to re-think their business model.

Who you target is very important as their job-to-be-done, pains and gains might vary.

It is important to emphasize that pain-points aren’t just things that doesn’t work. It is also often fears and anxieties that people might have, which is often very important to address.

This might sound like common sense, but it is not common practice.

Watch the full HILTI case with Alexander Osterwalder from 23:05

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