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Corporate Strategies

Back to Basics: Lessons Learned from Q1

After a rocky start the first week of the year, Q1 continued with falling oil prices,...

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Pricing Strategies

Three Reoccurring Principles for Pricing Strategies

Regardless of the state of the economy during a business cycle, pricing strategies are a challenge...

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China Economy

China’s Challenges: The Road Ahead

In our previous blog post, China: Imminent Doom or Necessary Adjustments?, we discussed some observations surrounding...

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China Economy

China: Imminent Doom or Necessary Adjustments?

China continues to be the catalyst for waves of pessimism in international financial markets as the...

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Pricing Strategies

How Much Will Your Customers Pay?

In today’s two percent economy, business-to-business companies are challenged to grow. As such, many of these...

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Customer Insights

How Can Customer Insights Ignite Growth?

Conversations with marketplace representatives bring current problems to light. These same conversations, however, also are the sparks...

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3 Approaches to Overcome Adoption Barriers

Three Approaches to Overcome Adoption Barriers

Suppliers often face high adoption barriers as more complex, critical equipment (such as transfer switches, generators...

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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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