Industrial companies typically have all the pieces of a consolidated commercial strategy: knowledge of how to interface with the market, portfolios that make sense to pursue, a go-to-market model, and an organizational structure that creates revenue.
Many historically successful technology companies are finding it more difficult to maintain growth and margin because of product lines in markets that behave like commodities or are on the path of becoming commoditized. Increased sophistication of buyers…
As the US healthcare industry faces fundamental shifts in its economic models, companies selling to and serving this market find their buyers increasingly risk averse, cost conscious, and insecure. In this environment, sellers are often forced…
Selling and delivering “the intangible” – a service to realize a business outcome – is a unique and often misunderstood business model that requires its own integrated operating model for portfolio, selling, talent, solution, client management, delivery excellence, and more.