Channel

Commercial Excellence Diagnostic Wheel

Diagnosing Barriers to Commercial Excellence

When business performance falls below expectations, executives are often left scratching their heads. Was our strategy…

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Robust eCommerce Capabilities

Where Do We Go From Here? Go Where Your Customers Are: Online

Robust eCommerce capabilities are essential to best promote and sell your offering in these unusual times….

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Rapid Disruption and Power Dynamics

Fortify Your Business Against Rapid Change and Shifting Power Dynamics

Companies who achieve success with high-value products are inevitably faced with lower-priced competition when a new…

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Optimize Your Sales Force Design

Optimize Your Sales Force Design

For years we have advised clients across B2B industries on how to develop growth strategies and…

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How to Fight Off Fast-to-Market Low-Cost Competitors

How to Fight Off Fast-to-Market Low-Cost Competitors

It’s a well-known fact that companies who achieve success with high-value products are inevitably faced with…

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eCommerce strategy

The 3 Key Objectives of an eCommerce Strategy

eCommerce drives profitable growth by expanding customer reach, reducing cost-to-serve, and creating differentiated customer experiences. Utilizing…

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eCommerce Strategy

Setting the Foundation for an Effective B2B eCommerce Strategy

When it comes to eCommerce, it’s time for B2B suppliers to move from reactive to proactive….

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B2B Brand Strategy

Customer-Written Plans for Brands and Pricing: Positioning for Success in Complex Customer Chains

As suppliers to business markets face shareholder demands for top-line-driven profitable growth, brand and pricing decisions…

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5 Key Themes in B2B eCommerce

Although eCommerce has been a disruptive force across many business-to-consumer (B2C) markets, for many business-to-business (B2B)…

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5 Key Themes in B2B eCommerce

Although eCommerce has been a disruptive force across many business-to-consumer (B2C) markets, for many business-to-business (B2B)…

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eCommerce Disruption

eCommerce Disruption in Business-to-Business Markets

The world of business-to-business (B2B) eCommerce is fast-evolving. B2B buyers are increasingly demanding the same online…

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disruptor, disruption, breaking the rules

Rules Don’t Apply: Thinking Like a Disruptor

The fear of headline-grabbing disruptors leave incumbent firms scrambling to prepare themselves. Executives fret over technological…

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B2B eCommerce

B2B eCommerce: A Shift in the B2B Customer Buying Experience

The emergence of the millennial eCommerce mindset has fundamentally changed business-to-consumer (B2C) markets; in fact, eCommerce…

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Customer segmentation

Understanding the Shifts in Customer Segmentation

It’s important to establish needs-based segmentation for indirect and direct customers. As we have previously discussed,…

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Identifying and Responding to eCommerce Disruption: A Guide for B2B Suppliers

The world of business-to-business (B2B) eCommerce is fast-evolving. B2B buyers are increasingly demanding the same online…

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A Major Security Provider Develops an eCommerce Sales Growth Strategy

Challenge: A major security solutions and products provider with a strong distribution network experienced eCommerce sales…

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Business-to-Business eCommerce: A Call to Action

When we discussed the state of eCommerce in business-to-business (B2B) markets a year ago, we noted…

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A Security Solutions Manufacturer Addresses Potential Disruptors in New Construction Market

Challenge: A security solutions manufacturer wanted to better understand the potential disruptors and changes underway in…

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Managing Distribution Channels and Relationships

Challenge: A supplier of packaging products sought to increase its market share, while deepening its relationship…

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Stay Ahead of the Game: How to Recognize and Respond to Disruption

Significant changes in your market that call into question the very nature of your business and…

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Disruption

Know Your Risk: Looking for Disruption in Your Market

Disruption fundamentally changes markets. Incumbent firms faced with this substantial change must respond decisively in order…

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Disruption

What’s Your Play? A B2B Executive’s Guide to Identifying and Creating Disruption

Disruption can upend the entire structure of a market and jeopardize a firm’s profitability; however, it…

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Create Value to Drive Productivity

Drive Productivity to Create Value for Your Customers

We help business-to-business (B2B) suppliers create value for their customers (and their customer’s customers) while capturing…

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Channel Management

Channel Management: Recurring Dynamics in B2B Markets

Executives in the business-to-business (B2B) world know that a company’s channel management strategy is fundamental to…

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Branded Channels

The Challenge of Branded Channels

Distributor and dealer relationships can be critical to the success of manufacturers that serve business markets….

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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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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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eCommerce

eCommerce in Business-to-Business Markets: Value Creation and Market Disruption in the United States and China

Albeit eCommerce has been a topic of discussion for many years, this channel has recently begun…

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