Blog
How Can Customer Insights Ignite Growth?
Conversations with marketplace representatives bring current problems to light. These same conversations, however, also are the sparks…
Three Approaches to Overcome Adoption Barriers
Suppliers often face high adoption barriers as more complex, critical equipment (such as transfer switches, generators…
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…
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…
Showing Symptoms of Strategic Issues? Call the Doctor!
Imagine two identical doctors. Both are seasoned professionals with many years of experience. However, one doctor…
China Devalues: What Does It Mean?
China let the value of the yuan decline sharply for several days in a row and…
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…
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…
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…
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…
Bringing the Strategic Account Organization into the Product Development Process
A session I moderated at the Strategic Account Management Association focused on how to bring the…
How to Develop an Effective B2B Brand Strategy
Effective brand strategy is critical for business success. Companies in the B2C world make this abundantly…
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…
Tap Into Your Aftermarket’s Growth Potential
For certain organizations the aftermarket[1] can be an afterthought, with many companies choosing to invest their…
Tap Into Your Aftermarket's Growth Potential
For certain organizations the aftermarket[1] can be an afterthought, with many companies choosing to invest their…
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…
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….
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…
How to Measure Customer Focus
Business-to-business (B2B) organizations are increasingly seeing the benefits of becoming more customer-focused and its resulting positive…
The Case for Organic Growth
With U.S. companies having a lot of cash on the balance sheets and financing availability, the…
Tread Carefully Before Pursuing an Adjacent Market
Expansion into adjacent markets can be an effective method for achieving growth, but it is often…
An Approach to Rethinking Segmentation
In many business-to-business organizations we have seen segmentation that is no longer relevant, implemented many years…
Is it Time to Rethink Segmentation?
Knowing your market is fundamental to developing a growth strategy. Knowing the different customers that make…
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…
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…
Becoming More Customer-centric
For business-to-consumer (B2C) companies, customer-centric thinking is the norm. Because B2C companies know that impulse and…
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…
Early Pricing Conflict Warning Signs
In our previous blog post, we discussed three common underlying causes of pricing conundrums along the…