White Papers
Lessons Learned from the Aftermarket
Businesses that touch the aftermarket most likely are dealing with a host of factors related to…
Expensive Decisions: Getting Pricing Right
Pricing pressures, commoditization, and competition are just some of the challenges companies face when it comes…
The Imperative for Active Channel Management
Creating value for your customer goes well beyond the product or service. Value often extends throughout…
A Market-Driven Framework: Aligning Product Development and Markets
Product development can make a significant contribution to business growth if such initiatives are correctly focused…
China: The Bad News and The Good News
Spanning over two decades of 10 percent annual economic growth in China, we frequently heard reports…
A Strategy Diagnostic: How to Optimize the Success of Your Go-to-Market and Get-to-Market Efforts
When it comes to devising and implementing a business growth strategy, those responsible for strategic planning,…
Creating New Data-Driven Business Models for Profitable Growth
Over the past several years, business-to-business companies have recognized that Big Data should be managed and…
Channel Management: The Customer Chain – Value Chain Framework
To achieve sustainable growth, best-in-class companies work with their channel partners to periodically review end customer expectations….
Adjacent Markets: Choose Your Battles Wisely
Adjacent markets represent attractive growth opportunities for many businesses, but there are many adjacent markets from…
Discovering Your Next Growth Opportunity: Adjacent Markets
Adjacent markets are often the best answer when a business is faced with the question of…
Best-in-Class Behaviors in Business-to-Business Relationships
Competency in managing strategic account relationships yields customers who are satisfied and see value, and, in…
Supplier-Customer Success Stories: How the Best Firms Collaborate to Drive Growth
This paper builds upon insights drawn from thousands of supplier-customer success stories to identify the most…
Creating – Rather than Destroying – Value through Acquisitions
Acquisitions can make important contributions to a company’s growth strategy. The strategic due diligence process described…
The Mandate of Global Presence
In 2010, as the global economy began its rebound from the Great Recession, Blue Canyon Partners…
‘Supplier Driven’ and ‘Channel Driven’ Business Models
For many business-to-business suppliers, their customer chains involve channel organizations and one or more stages of…
The Unwritten Rules of China
While identifying the potential of the China market is not difficult, realizing this potential is complicated…
China Economics: Unraveling the Mystery of China’s Low Cost
This paper offers insights into the economics of manufacturing in China. While the game is rigged…
Business-to-Business Economics
Business-to-business suppliers face a complex market and economic environment. Their direct customers and end customers bring…
Finding New Pathways to Profitable Growth
Identification of the most promising new markets, customer segments, and product and service offerings is critical…
Five Growth Lessons
This paper describes five growth lessons that business organizations and their leadership teams can use to…