Marketing & Customer Strategy
Medical Supplies Company Introduces Higher Value Offerings through Segmentation and Pricing Strategy
Challenge: A global medical supplies company was seeking to obtain sustainable bottom line growth by changing…
Unlearning Untruths: Finding New Ways to Drive Profitable Growth
The concept of unlearning bad habits came up at a recent conference. Speakers and participants alike…
The Strategic Rationale for Expanding Your Product Portfolio to Serve More Price-Sensitive Segments
Various market pressures can lead business-to-business (B2B) companies with premium offerings to expand their product portfolios…
Is Price Conflict Disrupting Your Strategic Account Relationships?
Imagine that your company has put in place a bold new plan for growth. The plan…
How to Create Positive Pricing Experiences
Can the topic of price actually enhance the business-to-business (B2B) customer experience? We’re not talking about…
Look Before You Leap: Product Portfolio Strategies for Price-Sensitive Segments
Often companies believe it will be easy to expand their offerings into more price-sensitive segments, assuming…
How to Utilize Non-Price Levers to Resolve Price Conflict
In our previous blog, The 4 Sources of Price Conflict, we introduced a company opening a…
How B2B Service Companies Can Drive Growth Through a Customer Relationship Advantage
As human beings, we rely on strong and lasting relationships to fulfill our personal happiness. There’s…
Business Services: Building Successful B2B Customer Relationships
As human beings, we rely on strong and lasting relationships to fulfill our personal happiness. There…
The 4 Sources of Price Conflict
Your company has put in place a bold new plan for growth. The plan involves opening…
New Market Offering Leads to Immediate Hundredfold Increase in Operational Margins for Specialty Chemicals Company
Challenge: A specialty chemicals company and supplier of premium additives to the paints and coatings industry was…
How to Define an Industrial Internet of Things (IIoT) Strategy
Industrial Internet of Things (IIoT), the fascinating vision of a world in which all manner of…
Evolve Your Brand Architecture
Blue Canyon has begun to see a shift in the attention that business-to-business (B2B) companies are…
Understanding Your Place in the Industrial Internet of Things (IIoT) Supply Network
The Internet of Things (IoT)—that fascinating vision of a world in which all manner of devices,…
Commercializing Your Internet of Things (IoT) Offer: Key Questions to Address
In business-to-business (B2B) markets, we are seeing an overabundance of trend setting technology platforms—from eCommerce to…
Digital Transformation: How to Commercialize Your Breakthrough Internet of Things (IoT) Offer
An overabundance of trend setting technology platforms—from eCommerce to the Internet of Things (IoT) with data…
B2B Business Services: Mapping the Customer Chain
In the B2B business services world, change is common. Markets experience change in the form of…
Needs-Based Segmentation: Unlocking Growth
The foundation for any successful growth strategy is knowing your market. Unfortunately, many business-to-business (B2B) companies…
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…
Incorporating Blue Canyon’s Growth Lessons into B2B Business Services
We have written extensively on the strategic challenge of identifying and taking advantage of new growth…
The Impact of Internet of Things (IoT) on Manufacturing: Monetization and Commercialization, Pt. 3
Atlee Valentine Pope, President and CEO of Blue Canyon Partners, recently chaired a panel discussion among…
The Impact of Internet of Things (IoT) on Manufacturing: IoT Acceleration and Key Challenges to Address, Pt. 2
Atlee Valentine Pope, President and CEO of Blue Canyon Partners, recently chaired a panel discussion among…
The Impact of Internet of Things (IoT) on Manufacturing: Defining a Strategy, Pt. 1
Atlee Valentine Pope, President and CEO of Blue Canyon Partners, recently chaired a panel discussion among…
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…
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…
Understanding the Shifts in Customer Segmentation
It’s important to establish needs-based segmentation for indirect and direct customers. As we have previously discussed,…
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…
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…
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…