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Value Creation Through Solutions

A critical area that clients sometimes overlook is an understanding of how solutions add value — to themselves and to their customers — and how that value... More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Business Model Design, Solutions Creation, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Pricing Strategy, Technology & Telecom

Published Articles

Managing Industrial Channels in Downturn

From light duty MRO and construction materials suppliers to heavy equipment manufacturers, the industrial manufacturing sector is suffering its worst decline in decades. This... More

TAGS: Business Planning, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Commercial & Industrial

Published Articles

Getting Channel Marketing Right

Getting Channel Marketing Right

... allocation drives top- and bottom-line value. As companies increasingly turn to indirect sales channels to drive growth, marketing executives are being challenged to optimize the allocation of marketing resources across... More

TAGS: Growth Strategies (Profitable Growth), Channel Management, Marketing Resource Management, Technology & Telecom

Published Articles

Building a Solutions—Based Organization

Building a Solutions—Based Organization

... it and doing it are two different things. “We need to become a customerfocused, high-value, solutions provider!” the CEO thundered. With that, the eyes of every member of the senior staff turned on the... More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Business Model Design, Solutions Creation, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Pricing Strategy, Shared Services Design, IT Planning & Management, Commercial & Industrial

Case Studies

When Customers Become Competitors

Helping a Leading Global Beverage Company Understand and Frame Strategic Responses to Private Label Growth Private label products (or customer brands) are not a new phenomenon. More

TAGS: Customer (Market) Insights, Business Planning, Brand Experience, Marketing Resource Management, Consumer & Retail

Case Studies

Voice of the Customer

Points to Better Ways of Targeting and Retaining Customers in Both Direct and Retail Channels A leading provider of cleaning chemicals sold through direct sales reps to Industrial and Institutional (I&I) customers and served retail customers primarily through home centers. More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Brand Experience, Channel Management, Marketing Resource Management, Commercial & Industrial

Case Studies

Value Creation Strategy

Retail fashion category purchased by a new investor group wanted to develop strategies to maximize returns over the next three to five years. Leader in retail fashion category... More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Channel Management, Marketing Resource Management, Pricing Strategy, Financial Sponsors