Blue Ocean Strategy: bec/bum

BEC / BUM are concepts extracted from the Blue Ocean Strategy:

• Buyer Experience Cycle: it can be broken into a cycle of 6 stages, running more or less sequentially from purchase to disposal.
• Buyer Utility Map: they are attributes which the buyers will value.

When should I use it? When you are thinking from a demand-side perspective and want to understand what potentially can come next.

Simplified steps:

1. Mark in this table with red circles where the industry is investing right now.
2. Figure out from the user / consumer point of view what is the next natural need they have.
3. Mark in blue the bets you think can be relevant in the future and that are still not covered by the industry or main competitors.

If you are analyzing a competitor, to fulfill this table from its perspective can be also interesting to gain understanding of their moves.