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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…
Three Common Causes of Pricing Conundrums
Across a number of business-to-business industries, pricing issues frequently arise that create conflict within a channel….
Three Strategic Dimensions to Effectively Assess Supplier Relationships
Customer relationships can range from painstakingly transactional to highly strategic and collaborative. In all industries suppliers…
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…
How Many Product Options Should Customers Have?
In today’s world, you can order your coffee in a number of different sizes: small, medium,…
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…
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…
Can Big Data Uncover Growth Opportunities?
We live in a world that is being reshaped by the pervasive nature of digital technology….
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…
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…
HBO Channels into a New Market Opportunity
HBO recently unveiled a new strategy for how viewers can access its content. The premium cable…
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…
Three Building Blocks for Solid Growth Strategy
Are you confused by or unaware of the size of your available market? Are you seeing…
Pathways to Profitable Growth in China
It has become almost a daily occurrence to see a news headline on China’s economy since…
Managing Complex Channel Relationships in the New Economy
Last month, Blue Canyon Partners Principal, David Hartman, moderated a session at the Strategic Account Management…
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…
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…
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…
Is Cloud Computing Living up to the Hype?
Virtually every year since 2009, has promised to be the breakout year for cloud computing that…
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…
Four Guiding Principles for Quicker Channel Decisions
Blue Canyon is often asked to provide rapid answers to complex problems. When this occurs, I…
Which Market Share Measure is Right?
“We took our eyes off the ball. The recession hit and we focused on maintaining our…
What Lenovo’s Acquisition of Motorola Mobility Says About Its Growth Strategy
At the end of January, it was announced that Lenovo bought Motorola Mobility from Google. Much…
What Lenovo's Acquisition of Motorola Mobility Says About Its Growth Strategy
At the end of January, it was announced that Lenovo bought Motorola Mobility from Google. Much…
What’s Keeping You Awake at Night?
One of my clients recently told me the following story: “We’ve been working with [a certain…
What's Keeping You Awake at Night?
One of my clients recently told me the following story: “We’ve been working with [a certain…