Identifying Technology Applications Using an Adaptation of the Lead User Method

Abstract

In this paper, we suggest an approach to application identification based on von Hippel’s lead user method, adapted in such a way that it starts from a given technology rather than from an application area. Our approach complements existing methods for application identification, but it also differs from them by focusing on trends, and thus dynamic aspects of needs, by involving users at the leading edge of the market and by leapfrogging the manufacturer, thus eventually creating market pull from lead users. We describe the method, demonstrate its viability using exploratory case studies, and provide theoretical arguments regarding when and why a disintermediation of the manufacturer is effective.