Channel
Where Do We Go From Here? Go Where Your Customers Are: Online
Robust eCommerce capabilities are essential to best promote and sell your offering in these unusual times….
Fortify Your Business Against Rapid Change and Shifting Power Dynamics
Companies who achieve success with high-value products are inevitably faced with lower-priced competition when a new…
Optimize Your Sales Force Design
For years we have advised clients across B2B industries on how to develop growth strategies and…
How to Fight Off Fast-to-Market Low-Cost Competitors
It’s a well-known fact that companies who achieve success with high-value products are inevitably faced with…
The 3 Key Objectives of an eCommerce Strategy
eCommerce drives profitable growth by expanding customer reach, reducing cost-to-serve, and creating differentiated customer experiences. Utilizing…
Setting the Foundation for an Effective B2B eCommerce Strategy
When it comes to eCommerce, it’s time for B2B suppliers to move from reactive to proactive….
Customer-Written Plans for Brands and Pricing: Positioning for Success in Complex Customer Chains
As suppliers to business markets face shareholder demands for top-line-driven profitable growth, brand and pricing decisions…
5 Key Themes in B2B eCommerce
Although eCommerce has been a disruptive force across many business-to-consumer (B2C) markets, for many business-to-business (B2B)…
eCommerce Disruption in Business-to-Business Markets
The world of business-to-business (B2B) eCommerce is fast-evolving. B2B buyers are increasingly demanding the same online…
Rules Don’t Apply: Thinking Like a Disruptor
The fear of headline-grabbing disruptors leave incumbent firms scrambling to prepare themselves. Executives fret over technological…
B2B eCommerce: A Shift in the B2B Customer Buying Experience
The emergence of the millennial eCommerce mindset has fundamentally changed business-to-consumer (B2C) markets; in fact, eCommerce…
Understanding the Shifts in Customer Segmentation
It’s important to establish needs-based segmentation for indirect and direct customers. As we have previously discussed,…
Identifying and Responding to eCommerce Disruption: A Guide for B2B Suppliers
The world of business-to-business (B2B) eCommerce is fast-evolving. B2B buyers are increasingly demanding the same online…
A Major Security Provider Develops an eCommerce Sales Growth Strategy
Challenge: A major security solutions and products provider with a strong distribution network experienced eCommerce sales…
Business-to-Business eCommerce: A Call to Action
When we discussed the state of eCommerce in business-to-business (B2B) markets a year ago, we noted…
A Security Solutions Manufacturer Addresses Potential Disruptors in New Construction Market
Challenge: A security solutions manufacturer wanted to better understand the potential disruptors and changes underway in…
Managing Distribution Channels and Relationships
Challenge: A supplier of packaging products sought to increase its market share, while deepening its relationship…
Stay Ahead of the Game: How to Recognize and Respond to Disruption
Significant changes in your market that call into question the very nature of your business and…
Know Your Risk: Looking for Disruption in Your Market
Disruption fundamentally changes markets. Incumbent firms faced with this substantial change must respond decisively in order…
What’s Your Play? A B2B Executive’s Guide to Identifying and Creating Disruption
Disruption can upend the entire structure of a market and jeopardize a firm’s profitability; however, it…
Drive Productivity to Create Value for Your Customers
We help business-to-business (B2B) suppliers create value for their customers (and their customer’s customers) while capturing…
Channel Management: Recurring Dynamics in B2B Markets
Executives in the business-to-business (B2B) world know that a company’s channel management strategy is fundamental to…
The Challenge of Branded Channels
Distributor and dealer relationships can be critical to the success of manufacturers that serve business markets….
Back to Basics: Lessons Learned from Q1
After a rocky start the first week of the year, Q1 continued with falling oil prices,…
The Ripple Effect of eCommerce Across B2B Industries
The topic of eCommerce may seem like old news, and if one were talking in generalities…
Why Aftermarket Services Shouldn't be an Afterthought
In the business-to-business world, there are many different models for providing post-sales support known as aftermarket…
Why Aftermarket Services Shouldn’t Be an Afterthought
In the business-to-business world, there are many different models for providing post-sales support known as aftermarket…
eCommerce in Business-to-Business Markets: Value Creation and Market Disruption in the United States and China
Albeit eCommerce has been a topic of discussion for many years, this channel has recently begun…
How to Address New Products and Technologies That Threaten To Disrupt Your Business
In a recent issue of Fortune magazine, an article “The War on Big Food” highlighted how…