Segmentation & Value Proposition

Position businesses for profitable growth

How to Navigate 2022 and Beyond: Anticipate. Adapt. Accelerate – Revisited

Sun Tzu once wrote, “In the midst of chaos, there is also opportunity.” As the pandemic-disrupted…

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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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Business Model Transformation

Business Model Transformation: How to Remain Competitive in a Shifting Marketplace

When markets evolve, businesses must transform to remain competitive. Executives should watch for and respond to…

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Where to Go, and Why? How to Prioritize Your Opportunities

Business executives and managers face the same daunting questions every day: Where should I focus my…

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US market entry into water industry

Manufacturer Considers US Market Entry into Water Industry

Challenge: An international plumbing fixture manufacturer had developed a new, revolutionary bathroom fixture technology that integrates…

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Home Decor Products Manufacturer

PE-Backed Home Décor Products Company Makes Quick Turnaround and Recaptures Market Share

Challenge: A PE-backed home décor products manufacturer with a strong position in the value segment and…

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Launching a Revolutionary New Product

Launching Revolutionary Products in Slow-Changing Markets: Who to Target? What to Charge? When to Launch? (Pt. 2)

In Pt. 2, we continue with a closer look at the 3 key questions to ask…

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Launching a Revolutionary Product

Launching Revolutionary Products in Slow-Changing Markets: Who to Target? What to Charge? When to Launch? (Pt. 1)

What makes a product or service revolutionary? Its cost/pricing structure, its impact on end-users, its potential…

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Medical Supplies Company

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…

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Brand Architecture

Evolve Your Brand Architecture

Blue Canyon has begun to see a shift in the attention that business-to-business (B2B) companies are…

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Needs-Based Segmentation Unlocking Growth

Needs-Based Segmentation: Unlocking Growth

The foundation for any successful growth strategy is knowing your market. Unfortunately, many business-to-business (B2B) companies…

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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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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 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…

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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…

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Pricing Strategies

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…

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3 Approaches to Overcome Adoption Barriers

Three Approaches to Overcome Adoption Barriers

Suppliers often face high adoption barriers as more complex, critical equipment (such as transfer switches, generators…

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Value Proposition

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…

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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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Segmentation

Is it Time to Rethink Segmentation?

Is your organization’s segmentation effective? Is your organization segmenting on customer needs/purchase behaviors? Does your organization’s…

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Home Appliance Manufacturer Increases Market Penetration

The Challenge: A leading home appliance manufacturer sought to increase U.S. residential market penetration. While the client…

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Growing Market Share in the Process Automation Market

The Challenge: Our client wanted to grow its market share to double digits in five years…

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Targeting Market Segments for Supplies Wholesaler

The Challenge: Our client, a wholesaler of supplies to various resellers, was looking to evaluate and…

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Expanding The Market For High Tech Devices

The Challenge: Our client acquired a company that manufactured an extremely expensive, high tech piece of…

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Turn Your Customer Into A Partner

Most companies invest a significant level of resources in activities designed to identify business partners and…

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CoDestiny Relationships With Government

America’s governmental institutions face many more changes in the years to come. A major part of…

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Growth Opportunities

Finding New Pathways to Profitable Growth

Identification of the most promising new markets, customer segments, and product and service offerings is critical…

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New Service Exploration For Industrial Products Distributor

The Challenge: A $5 billion industrial products distributor was charged with developing new, value-added services with…

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