Marketing & Customer Strategy
A Deeper Approach to Segmentation: 3 Steps to Develop Application-Based Segmentation
Many business-to-business organizations segment their marketplace based on easily discernable attributes—such as industry, size, and/or location—and…
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…
Combating Downward Pricing Pressures with a Value-Based Approach
Challenge: A Tier 1 Automotive Supplier has historically enjoyed premium pricing for its products, but in…
Managing Distribution Channels and Relationships
Challenge: A supplier of packaging products sought to increase its market share, while deepening its relationship…
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…
Creating Success Stories from the Internet of Things
It’s rare that a day goes by without seeing an article in the business press about…
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…
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…
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…
Creating and Capturing More Value
With greater focus on product innovation today, business-to-business (B2B) executives are creating more value for their…
Driving Growth through Monetization
To remain relevant among customers and to secure a leading position among competitors, business-to-business (B2B) companies…
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…
The Challenge of Branded Channels
Distributor and dealer relationships can be critical to the success of manufacturers that serve business markets….
Growth Strategy for Data Aggregator in the Electrical Industry
The Challenge: An electrical industry data aggregator needed to evaluate the future viability of its business…
Back to Basics: Lessons Learned from Q1
After a rocky start the first week of the year, Q1 continued with falling oil prices,…
Customer Relationship Assessment for Industrial Supplier
The Challenge: A large, global industrial supplier engaged Blue Canyon to conduct a deep-dive relationship assessment on…
Three Reoccurring Principles for Pricing Strategies
Regardless of the state of the economy during a business cycle, pricing strategies are a challenge…
Growth Strategy Identifies a Nearly $400MM Market Opportunity for Food & Beverage Packaging Supplier
Challenge: A leading private equity firm engaged Blue Canyon Partners to develop an aggressive growth strategy…
A Supplier to the Automotive Industry Employs a Value-Based Pricing Model to Grow its Global Position
The Challenge: A leading supplier to the automotive industry needed to grow its global position in…
Medical Diagnostic Technology Supplier Adopts Value-Based Pricing Strategy for New Product
The Challenge: An innovative molecular diagnostic technology supplier was preparing to launch a new product and…
How Much Will Your Customers Pay?
In today’s two percent economy, business-to-business companies are challenged to grow. As such, many of these…
How Can Customer Insights Ignite Growth?
Conversations with marketplace representatives bring current problems to light. These same conversations, however, also are the sparks…
How Much Will Your Customers Pay? And How Can You Capture This Value?
Two common, high-level questions we often receive from clients around pricing are: How much will our…
Three Approaches to Overcome Adoption Barriers
Suppliers often face high adoption barriers as more complex, critical equipment (such as transfer switches, generators…
Do you Have a Disconnect with Your Customers? Reclaim Your Value Proposition
There are instances where an organization doesn’t need to create an innovative, new offer. Rather a prime…
The Ripple Effect of eCommerce Across B2B Industries
The topic of eCommerce may seem like old news, and if one were talking in generalities…
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…
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…
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…
How to Address New Products and Technologies That Threaten To Disrupt Your Business
In a recent issue of Fortune magazine, an article “The War on Big Food” highlighted how…