Segmentation
Manufacturer Considers US Market Entry into Water Industry
Challenge: An international plumbing fixture manufacturer had developed a new, revolutionary bathroom fixture technology that integrates…
Medical Supplies Company Introduces Higher Value Offerings through Segmentation and Pricing Strategy
Challenge: A global medical supplies company was seeking to obtain sustainable bottom line growth by changing…
Evolve Your Brand Architecture
Blue Canyon has begun to see a shift in the attention that business-to-business (B2B) companies are…
Needs-Based Segmentation: Unlocking Growth
The foundation for any successful growth strategy is knowing your market. Unfortunately, many business-to-business (B2B) companies…
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…
Understanding the Shifts in Customer Segmentation
It’s important to establish needs-based segmentation for indirect and direct customers. As we have previously discussed,…
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…
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…
Three Reoccurring Principles for Pricing Strategies
Regardless of the state of the economy during a business cycle, pricing strategies are a challenge…
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…
Five Growth Lessons
This paper describes five growth lessons that business organizations and their leadership teams can use to…