White Papers
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…
Mitigate Your Growth Risks: A Guide to Building Share in Core Markets
It is often tempting to search for growth by entering adjacent markets, acquiring companies, developing new…
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….
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…
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….
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…
New Strategies for the New China
Business executives are now being forced to look at long-term operations in China with fresh eyes….
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 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…
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,…
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…
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…
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…
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…
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…
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…
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…
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…
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…
Driving Growth through Monetization
To remain relevant among customers and to secure a leading position among competitors, business-to-business (B2B) companies…
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…
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…
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…
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…
Understanding and Overcoming Pricing Conundrums
Pricing management is difficult when there are complex customer chains with many steps between the manufacturer…
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…
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…
Breakout Growth: The Innovation Competency
Whether it be around an organization’s products, packaging, and/or processes, innovation continues to be a primary…
Customer Chains: The Key to Unlocking New Opportunities
Customer chains are a straightforward construct that many organizations could benefit from if managed and understood…
Converting Customer Challenges into Solutions
In business-to-business (B2B) markets, customer loyalty can accelerate growth and create a competitive advantage. But, loyalty…