Brittney looked at me and I nodded encouragement. She said, "Two might be used, but the other ten are junk."Ben was sipping his drink and started coughing.I quickly joked, "Brittney, tell us what you really think. Don't hold back because the big guns are here."She blushed, but Richard said, "Sam, I want to know what Brittney thinks. It's kind of refreshing in a perverse way to hear someone tell me that three months of development work has been wasted.""Look," Brittney said. "I'm not guessing. I went to eight of our best customers and showed them the twelve changes and asked them. They are the ones who told me they were junk and that they would never use them. That is, except for the two changes, and then only three customers said they might help them a little."The company is doing things backward. They are guessing what the customer wants and then they go to the customer and tell them this is what they want. If you went into the field with me for three days we could visit twenty
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