Customer Needs
Where Do We Go From Here? Get Ahead of the “New Normal”
As businesses start to emerge from the COVID-19 crisis, leaders need to look ahead to the…
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…
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…
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…
Needs-Based Segmentation: Unlocking Growth
The foundation for any successful growth strategy is knowing your market. Unfortunately, many business-to-business (B2B) companies…
The Impact of Internet of Things (IoT) on Manufacturing: Monetization and Commercialization, Pt. 3
Atlee Valentine Pope, President and CEO of Blue Canyon Partners, recently chaired a panel discussion among…
The Impact of Internet of Things (IoT) on Manufacturing: IoT Acceleration and Key Challenges to Address, Pt. 2
Atlee Valentine Pope, President and CEO of Blue Canyon Partners, recently chaired a panel discussion among…
The Impact of Internet of Things (IoT) on Manufacturing: Defining a Strategy, Pt. 1
Atlee Valentine Pope, President and CEO of Blue Canyon Partners, recently chaired a panel discussion among…
Understanding the Shifts in Customer Segmentation
It’s important to establish needs-based segmentation for indirect and direct customers. As we have previously discussed,…
Customer Experience: Coming Full Circle (Pt. 3)
Note: This article is part three of the series. The first article is “Customer Experience: Every…
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…
Three Approaches to Overcome Adoption Barriers
Suppliers often face high adoption barriers as more complex, critical equipment (such as transfer switches, generators…
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…
Bringing the Strategic Account Organization into the Product Development Process
A session I moderated at the Strategic Account Management Association focused on how to bring the…