Insights

  • January 16, 2019

    The Shift from Market Share to Share of Wallet – Professional Services’ Role

    Many B2B companies are experiencing a shift in the way they view their markets and customers.  Historically, these organizations viewed their markets and customers through the lens of the ability to win market share for a suite of products.  Today, many of these organizations have refocused on or are beginning ...
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  • December 11, 2018

    Freeing Yourself from the Hero Trap

    Nearly every good story has a hero. They are made into role models. They protect others, save lives, or win big games. They carry others to victory and are idolized by those around them. Studies suggest that heroes in the traditional sense embody charisma, make bold moves, and attract attention. Often ...
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  • November 15, 2018

    Professional Services’ Role in Increasing Time-to-Outcome of a New Product

    As their current product market matures, many B2B companies look to broaden the product line and move toward offering more complete solutions. For example, a company might move from providing lighting for the operating room to improving operating room effectiveness through lights that slow bacterial growth. We have seen this move ...
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  • November 13, 2018

    Top 9 Challenges Faced by PS Organizations

    A story that has grown increasingly familiar – a product company, caught in the commoditization cycle, seeks a more attractive business model built around Professional Services. Embedded advisory services rose in popularity following the widely-publicized service transformation of IBM in the 90’s and Xerox in the early 2000s.  Now they ...
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  • October 23, 2018

    Legitimizing Your Ability to Raise Your Prices

    Every company wants to be able to charge more for their products and services. Today, with access to information at everyone’s fingertips, it has become more apparent that some organizations are able to charge more for the exact same product.  This is evident when comparing pricing for generic vs. brand ...
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  • October 04, 2018

    Common Portfolio Challenges for PS Organizations

    Too often, companies misdiagnose or have a hard time identifying the root causes of their biggest challenges, therefore their efforts to address these symptoms are either ineffective or too involved.  After more than 20 years spent working with some of the world’s largest and most complex PS firms, we find ...
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  • July 26, 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 ...
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  • July 19, 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 ...
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