Blog

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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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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