Channel Partners
How to Fight Off Fast-to-Market Low-Cost Competitors
It’s a well-known fact that companies who achieve success with high-value products are inevitably faced with…
B2B Distribution: Supplier Sourcing Strategies, Pt. 2
In part 2 of our blog B2B Distribution: Optimizing Your Product Portfolio, we identify 3 supplier…
Commercializing Your Internet of Things (IoT) Offer: Key Questions to Address
In business-to-business (B2B) markets, we are seeing an overabundance of trend setting technology platforms—from eCommerce to…
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…
B2B Business Services: Mapping the Customer Chain
In the B2B business services world, change is common. Markets experience change in the form of…
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…
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…
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…
Managing Distribution Channels and Relationships
Challenge: A supplier of packaging products sought to increase its market share, while deepening its relationship…
Drive Productivity to Create Value for Your Customers
We help business-to-business (B2B) suppliers create value for their customers (and their customer’s customers) while capturing…
Channel Management: Recurring Dynamics in B2B Markets
Executives in the business-to-business (B2B) world know that a company’s channel management strategy is fundamental to…
The Challenge of Branded Channels
Distributor and dealer relationships can be critical to the success of manufacturers that serve business markets….
The Ripple Effect of eCommerce Across B2B Industries
The topic of eCommerce may seem like old news, and if one were talking in generalities…
How to Address New Products and Technologies That Threaten To Disrupt Your Business
In a recent issue of Fortune magazine, an article “The War on Big Food” highlighted how…