Blog

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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Five Trends to Track in 2015 (and What C-level Executives Need to Know)

If you’re like most business executives, by now you’ve probably seen your fair share of 2015...

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How Many Product Options Should Customers Have?

In today’s world, you can order your coffee in a number of different sizes: small, medium,...

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Adjacent Market Assessment

Using Strategic Fit to Identify Adjacent Market Opportunities: A Case Study

For companies that have found success in specific ventures, it may be difficult to identify “what’s...

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Anticipating the Future is Key to Thinking through Strategy

The non-recovery, recovery across the world has been a challenge.  The consensus in the United States...

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Big Data Business Models

Can Big Data Uncover Growth Opportunities?

We live in a world that is being reshaped by the pervasive nature of digital technology....

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Market Growth Strategy

Where Are Future Centers of Growth? Familiar, Emerging, or Frontier

As we near the end of 2014, growth remains elusive for many American companies. The World...

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Pricing and Channel Strategy: The Importance of Understanding Customer Chain Economics

If your company is a business-to-business supplier, most likely its product(s) go to market via complex...

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HBO Channels into a New Market Opportunity

HBO recently unveiled a new strategy for how viewers can access its content. The premium cable...

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Why Segmentation Should Matter to High-Tech Suppliers

Why Segmentation Should Matter to High-Tech Suppliers

In today’s hyper-competitive market where technological solutions seem to advance at the speed of light, high-tech...

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Three Building Blocks for a Solid Growth Strategy

Three Building Blocks for Solid Growth Strategy

Are you confused by or unaware of the size of your available market? Are you seeing...

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China Economy

Pathways to Profitable Growth in China

It has become almost a daily occurrence to see a news headline on China’s economy since...

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Managing Complex Channel Relationships in the New Economy

Last month, Blue Canyon Partners Principal, David Hartman, moderated a session at the Strategic Account Management...

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Taking Flight: How Data is being used to Create New Business Models and Drive Profitable Growth

Rolls-Royce makes highly sophisticated and costly jet engines for leading airlines around the world. In the...

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Why In-depth Market Understanding is Critical to Growth Strategies in China

As economic uncertainty continues to plague Europe and the U.S. economy returns to albeit slow and...

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Going Beyond Customer Satisfaction: A Roadmap for Strategy Development

A client who was looking to implement a customer satisfaction program in his organization recently approached...

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Is Cloud Computing Living up to the Hype?

Virtually every year since 2009, has promised to be the breakout year for cloud computing that...

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Learning From Tesla to “Plug In” to Direct Sales Models

Aside from its sleek electric vehicles and new Gigafactory to produce lithium-ion battery cells, Tesla Motors...

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Four Guiding Principles for Quicker Channel Decisions

Blue Canyon is often asked to provide rapid answers to complex problems. When this occurs, I...

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Which Market Share Measure is Right?

“We took our eyes off the ball. The recession hit and we focused on maintaining our...

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