Lead User Intelligence for Complex Product Development: the Case of Industrial IT-Security Solutions

Nowadays, the lead user method is a state of the art method used to generate breakthrough innovations for the new product development. Since the lead user method was successfully applied in generating simple products for business–to–business environments, the contribution of lead users in a complex product environment is highly controversial. This research adopts this to generate future complex IT–security solutions for business–to–business environments in the energy sector. The combined approach of lead user intelligence and voice of the customer techniques is expected to lower the risk of an unreliable product development and to fasten the lead user method. The empirical findings show an appropriate lead user method fitting small– and medium–sized enterprises (SMEs) restricted resources and requirements of effective research and development processes in a high–technology environment. It further enables SMEs to specify and parameterise future products according to reliable and user verified data within development processes.