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White Papers

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

White Papers

Agency Management Best Practices

As a very unpredictable year draws to a close, and carriers look ahead to an uncertain 2010, the time is ripe for a review of core agency management practices to ensure they... More

TAGS: Sales Force Effectiveness, Insurance Distribution Channel Optimization

Published Articles

Changing Channels to Market

Changing Channels to Market

Channels tend to evolve over many years. Sometimes they evolve so slowly that companies fail to see the change and don't adapt their strategies based on where the trends are... More

TAGS: Business Planning, Portfolio Complexity, Channel Management, Sales Force Effectiveness, Commercial & Industrial

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

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

Marketing Spend Management Across Customers and Channels

... Personal Computer market spends a significant amount of marketing funds to generate demand for their products. These components are sold to PC manufacturers (OEMs), large ones directly and smaller ones through component... More

TAGS: Customer (Market) Insights, Growth Strategies (Profitable Growth), Business Planning, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Operations Architecture, IT Planning & Management, Technology & Telecom

Case Studies

Redesigning the Sales and Marketing Processes to Enable Solutions Selling

A multibillion dollar computer and terminal systems manufacturer was facing increasing pressure from “me too” players and rapid innovations in technology, which were forcing commoditization of their core products. More

TAGS: Growth Strategies (Profitable Growth), Solutions Creation, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Operations Architecture, Technology & Telecom