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Value Proposition

Do you Have a Disconnect with Your Customers? Reclaim Your Value Proposition

There are instances where an organization doesn’t need to create an innovative, new offer. Rather a prime…

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eCommerce

The Ripple Effect of eCommerce Across B2B Industries

The topic of eCommerce may seem like old news, and if one were talking in generalities…

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Aftermarket Services

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…

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Aftermarket Services

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…

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Strategic Issues

Showing Symptoms of Strategic Issues? Call the Doctor!

Imagine two identical doctors. Both are seasoned professionals with many years of experience. However, one doctor…

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China Devalue

China Devalues: What Does It Mean?

China let the value of the yuan decline sharply for several days in a row and…

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Chinese Economy

What's the Status of the Chinese Economy?

The past two months have been an interesting time in China. The stock market’s gyrations made…

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Chinese Economy

What’s the Status of the Chinese Economy?

The past two months have been an interesting time in China. The stock market’s gyrations made…

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Disruption

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…

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Growth Strategy

Growth Strategy: Steps to a Structured Decision

Business-to-business (B2B) companies are frequently pressured to identify the next business or market in which they can succeed…

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How to Develop an Effective B2B Brand Strategy

Effective brand strategy is critical for business success. Companies in the B2C world make this abundantly…

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Four Steps to Develop a Competitive Response for You and Your Channel Partner

In the ever-changing business-to-business space, successful companies are those that know how to adapt when competitors…

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Tap Into Your Aftermarket's Growth Potential

For certain organizations the aftermarket[1] can be an afterthought, with many companies choosing to invest their…

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Tap Into Your Aftermarket’s Growth Potential

For certain organizations the aftermarket[1] can be an afterthought, with many companies choosing to invest their…

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Serving Customers in Emerging Markets: The Good, The Bad, and The Unknown

The opportunities and challenges of serving major customers in emerging markets was my presentation topic at…

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Analyzing Customer Chains to Open New Opportunities: Moving the Needle

Finding new growth or expansion opportunities can feel like looking for a needle in a haystack….

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Unlocking the Power of Data Analytics

ISBM’s[1] Winter Meeting was all around Analysis, Analytics, and Answers. Charlie Peters, Senior Executive Vice President of…

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How to Measure Customer Focus

Business-to-business (B2B) organizations are increasingly seeing the benefits of becoming more customer-focused and its resulting positive…

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The Case for Organic Growth

With U.S. companies having a lot of cash on the balance sheets and financing availability, the…

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Tread Carefully Before Pursuing an Adjacent Market

Expansion into adjacent markets can be an effective method for achieving growth, but it is often…

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Segmentation

An Approach to Rethinking Segmentation

In many business-to-business organizations we have seen segmentation that is no longer relevant, implemented many years…

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Segmentation

Is it Time to Rethink Segmentation?

Knowing your market is fundamental to developing a growth strategy. Knowing the different customers that make…

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With the Market Returning, How Do You Ensure You Get Your Share?

While the U.S. economy is growing in a lower gear, it is important for U.S business-to-business companies…

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Don’t Fly by the Seat of Your Pants: Lessons from Airline Pricing Strategies

Airline carriers have primarily functioned on hub-and-spoke networks since industry-wide deregulation in 1978. The approach vastly…

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Becoming More Customer-centric

For business-to-consumer (B2C) companies, customer-centric thinking is the norm. Because B2C companies know that impulse and…

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Is Loss of Trust Creating Business Opportunities in China?

Trust is a headline issue in China. The most dramatic examples of unsafe products—tainted baby formula, dangerous…

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Early Pricing Conflict Warning Signs

In our previous blog post, we discussed three common underlying causes of pricing conundrums along the…

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Three Common Causes of Pricing Conundrums

Across a number of business-to-business industries, pricing issues frequently arise that create conflict within a channel….

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Three Strategic Dimensions to Effectively Assess Supplier Relationships

Customer relationships can range from painstakingly transactional to highly strategic and collaborative. In all industries suppliers…

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