Customer Focus

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 looking to differentiate themselves. Increasing commoditization pressures and challenging competitive environments are challenging many B2B organizations across myriad industries to enhance their customer focus as a way to create lasting differentiation, drive loyalty, and generate sustainable revenue growth. However, becoming customer focused is a major cultural transformation that requires far-reaching shifts in thinking across the entire organization.

While customer focus alone is unlikely to be a winning strategy for an organization, it is a key element that defines winning organizations in a competitive environment. In this white paper, we discuss the meaning of customer focus, address why becoming more customer focused is a cultural transformation, and highlight three areas that enable firms to drive this transformation within their own organizations.



Request this White Paper

Related Insights

eCommerce Strategy

Setting the Foundation for an Effective B2B eCommerce Strategy

When it comes to eCommerce, it’s time for B2B suppliers to move from reactive to proactive. eCommerce can be a powerful lever to drive top-...
Digital Solutions, IoT, Digital Commerce, Advanced Data Analytics, Digital Strategy

Digital Solutions are Sweeping through the Cleaning Industry: Applying Lessons Learned to Your Industry

Across many industries, manufacturers and distributors are seeking approaches to create successful digital strategies. The cleaning industry—involving suppliers of large, complex equipment (e.g., filtration systems),...
B2B Brand Strategy

Customer-Written Plans for Brands and Pricing: Positioning for Success in Complex Customer Chains

As suppliers to business markets face shareholder demands for top-line-driven profitable growth, brand and pricing decisions can make a substantial contribution. Effective decisions about brands...