B2B
Is Price Conflict Disrupting Your Strategic Account Relationships?
Imagine that your company has put in place a bold new plan for growth. The plan…
How to Utilize Non-Price Levers to Resolve Price Conflict
In our previous blog, The 4 Sources of Price Conflict, we introduced a company opening a…
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…
Business Services: Building Successful B2B Customer Relationships
As human beings, we rely on strong and lasting relationships to fulfill our personal happiness. There…
B2B Business Services: Mapping the Customer Chain
In the B2B business services world, change is common. Markets experience change in the form of…
Needs-Based Segmentation: Unlocking Growth
The foundation for any successful growth strategy is knowing your market. Unfortunately, many business-to-business (B2B) companies…
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…
The Increasing Value of Brand in B2B Markets
In business-to-business (B2B) markets, brand often does not receive as much attention as it should. Many…
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…
B2B eCommerce: A Shift in the B2B Customer Buying Experience
The emergence of the millennial eCommerce mindset has fundamentally changed business-to-consumer (B2C) markets; in fact, eCommerce…
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…
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…
Evaluating Your Business Model
When clients come to Blue Canyon to evaluate their current business model, they want to know…
Four Pillars of Customer Focus
We operate in a fast-paced world where change seems to be a daily occurrence and competitors…
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…
Three Reoccurring Principles for Pricing Strategies
Regardless of the state of the economy during a business cycle, pricing strategies are a challenge…
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…
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…
Showing Symptoms of Strategic Issues? Call the Doctor!
Imagine two identical doctors. Both are seasoned professionals with many years of experience. However, one doctor…
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…
Growth Strategy: Steps to a Structured Decision
Business-to-business (B2B) companies are frequently pressured to identify the next business or market in which they can succeed…
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…