White Papers

Tipping the Scale Master Three Customer Relationship Competencies

Tipping the Scale: Master Three Customer Relationship Competencies to Elevate Your Game

As new competitors enter B2B markets, it becomes more difficult to maintain growth, profitability and stability….

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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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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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Digital Solutions, IoT, Digital Commerce, Advanced Data Analytics, Digital Strategy

Digital Solutions are Sweeping through the Cleaning Industry: Applying Lessons Learned to Your Industry

Across many industries, manufacturers and distributors are seeking approaches to create successful digital strategies. The cleaning…

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New Strategies for the New China

New Strategies for the New China

Business executives are now being forced to look at long-term operations in China with fresh eyes….

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Product Portfolio Strategies for Price-Sensitive Segments

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…

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B2B Service Company Customer Relationship Advantage

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…

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IIoT

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,…

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Digital Transformation IoT

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…

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B2B Business Services

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…

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B2B Brand Architecture: How to Build Value in a Changing Marketplace

Greater commoditization, the expansion of credible low-cost competitors, increasing variety and complexity of offerings, and the…

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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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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 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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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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Does Customer Centricity Pay Off? An Assessment of the Benefits of Customer Centricity in B2B Organizations

Customer centricity has become a popular initiative implemented by B2B organizations, but few resources are available…

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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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Road

Driving Growth through Monetization

To remain relevant among customers and to secure a leading position among competitors, business-to-business (B2B) companies…

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Credit Card Payment

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…

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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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Customer Focus

Elevating Customer Focus – More Difficult Than You Think

Typical strategies built around product/service and cost are no longer enough on their own for organizations…

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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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Pricing Conundrums

Understanding and Overcoming Pricing Conundrums

Pricing management is difficult when there are complex customer chains with many steps between the manufacturer…

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Market Growth Strategy

Beyond Familiar and Emerging Markets: Are Frontier Markets Right for Your Growth Strategy?

Since the Great Recession, dramatic changes have occurred in centers of growth around the world. As…

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Measuring the Market: The Foundation of a Strong Growth Strategy

Blue Canyon frequently addresses a number of growth topics, ranging from channel strategies to pricing. One…

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Innovation

Breakout Growth: The Innovation Competency

Whether it be around an organization’s products, packaging, and/or processes, innovation continues to be a primary…

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Customer Chains

Customer Chains: The Key to Unlocking New Opportunities

Customer chains are a straightforward construct that many organizations could benefit from if managed and understood…

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Cornerstone of Customer Relationships

Converting Customer Challenges into Solutions

In business-to-business (B2B) markets, customer loyalty can accelerate growth and create a competitive advantage. But, loyalty…

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Aftermarket

Lessons Learned from the Aftermarket

Businesses that touch the aftermarket most likely are dealing with a host of factors related to…

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Pricing

Expensive Decisions: Getting Pricing Right

Pricing pressures, commoditization, and competition are just some of the challenges companies face when it comes…

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