July 26th, 2018

Renewable Differentiation

Commoditization of products and services is occurring more quickly today than ever before, and nobody is feeling the pressure more than businesses that generate the majority of their revenue by selling into other organizations, otherwise known as Business to Business (B2B) firms. Commoditization occurs when products and services become indistinguishable from, or inferior to, the … Continue reading “Renewable Differentiation”

July 19th, 2018

Healthcare Case Studies

Renewable Differentiation allows companies to work above the Safety Line as an advisor, a solver of pressing customer issues, and to pull through the commoditized portion of customers’ portfolios. The following synopses describe how we have helped healthcare clients drive Renewable Differentiation to combat commoditization and power financial results. Access the Healthcare Case Studies Written … Continue reading “Healthcare Case Studies”

May 30th, 2018

Account Management Introductory Blog

This is the first blog in a series on the topic of Account Management. You may be wondering, “Why a series of blogs?”. The answer to this question is simple: Account Management is seemingly a straightforward topic yet time and again, we see Account Management being a misunderstood and/or sub-optimized business function. It is perhaps … Continue reading “Account Management Introductory Blog”

May 17th, 2018

Unlocking the Value of an Embedded Professional Services Firm

As we work with embedded Professional Services (PS) organizations seeking to better play their strategic role in differentiation, pull-through, intimacy, and growth for the entire company, many wrestle with how to meet their near-term financial commitments to the business while transforming to this more impactful, strategic role.  For most organizations, both goals are important, but … Continue reading “Unlocking the Value of an Embedded Professional Services Firm”

April 9th, 2018

How to Deliver World-Class B2B Customer Experience

  B2B companies often struggle to deliver outstanding customer experience (CX). In a B2B environment, customer interactions are typically complex: fragmented across participants with dispersed decision-making and no unified visibility of the customer’s needs. Fostering intimacy and driving customer satisfaction requires companies to focus on the customer’s end-to-end journey. Elevating the CX can be challenging, … Continue reading “How to Deliver World-Class B2B Customer Experience”