Blog
Where to Go, and Why? How to Prioritize Your Opportunities
Business executives and managers face the same daunting questions every day: Where should I focus my…
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…
Do You Need to Transform Your Business Model?
When your industry undergoes significant change or your internal goals shift, you must seriously consider whether…
B2B Distribution: Supplier Sourcing Strategies, Pt. 2
In part 2 of our blog B2B Distribution: Optimizing Your Product Portfolio, we identify 3 supplier…
B2B Distribution: Optimizing Your Product Portfolio, Pt. 1
As a distributor in business-to-business (B2B) markets, expanding your product portfolio may seem like the quickest…
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…
The Trade War with China
A major topic in many of our business discussions these days is the trade war with…
Understanding the Approach to a Successful Digital Strategy
Internet of Things (IoT) has become a key topic across a wide range of industries, and…
Launching Revolutionary Products in Slow-Changing Markets: Who to Target? What to Charge? When to Launch? (Pt. 2)
In Pt. 2, we continue with a closer look at the 3 key questions to ask…
Launching Revolutionary Products in Slow-Changing Markets: Who to Target? What to Charge? When to Launch? (Pt. 1)
What makes a product or service revolutionary? Its cost/pricing structure, its impact on end-users, its potential…
New, Disruptive Technologies & Trends in Your Industry: Hype or Reality?
New, disruptive technologies and trends can provide opportunities for growth. But as an enterprise or business…
3 Goals to Successfully Listen to the Marketplace
At a recent suppliers’ conference, one of our clients looked at the phones, tablets, and laptops…
How to Thrive in a Disruptive World
More and more business-to-business (B2B) markets are undergoing dramatic transformation, upending entire market structures, and threatening…
How to Get Extraordinary Customer Insights
What is good insight from a B2B customer and how do you get it? Voice of Customer…
Asking Good Questions Leads to Having Best-in-Class Customers
In a workshop with a client’s supply chain executives, we were discussing the attributes of a…
Accelerate Top- and Bottom-Line Growth with an Effective Pricing Strategy
Pricing is a powerful lever to accelerate top- and bottom-line growth. A well thought out pricing…
Customizing Your Branding & Pricing Strategies to the Needs of Your Customers
Branding and pricing are two of the most important strategies driving success in business-to-business (B2B) markets….
Shaping the Perspective of Your Customer’s Experience
Leading academics, business researchers, and practitioners from best practice companies often conclude that paying attention to…
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)…
How to Succeed with Chinese B2B Customers Today
A number of our business-to-business (B2B) clients are now needing to take a long-term look at…
Unlearning Untruths: Finding New Ways to Drive Profitable Growth
The concept of unlearning bad habits came up at a recent conference. Speakers and participants alike…
The Strategic Rationale for Expanding Your Product Portfolio to Serve More Price-Sensitive Segments
Various market pressures can lead business-to-business (B2B) companies with premium offerings to expand their product portfolios…
How to Create Positive Pricing Experiences
Can the topic of price actually enhance the business-to-business (B2B) customer experience? We’re not talking about…
The Challenge of Capturing Value through Innovation: Unsophisticated Customers, Pt. 2
In Pt. 1 of this series, we introduced a business executive who reached out to Blue…
The Challenge of Capturing Value through Innovation: Show Them the Money, Pt. 1
After reading CoDestiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs, a business executive…
The 4 Major Roadblocks of Digital Transformation in Industrials/ Manufacturing
Most business-to-business (B2B) manufacturing leaders understand the importance of digital transformation. They’re open to exploring how…
How to Utilize Non-Price Levers to Resolve Price Conflict
In our previous blog, The 4 Sources of Price Conflict, we introduced a company opening a…
Business Services: Building Successful B2B Customer Relationships
As human beings, we rely on strong and lasting relationships to fulfill our personal happiness. There…
The 4 Sources of Price Conflict
Your company has put in place a bold new plan for growth. The plan involves opening…
