Michael V. Peterson, Christopher R. Roark, Amrita Kimmi Grewal, James M. Scully
Enterprises must make a conscious decision as to what competitive and growth levers they should pull and over what time horizon. They need to understand what it means to win: Are we after revenue, return to shareholders, profit, market position, or a global presence? They should also work through what it would mean to win today versus tomorrow, and where winning would take them relative … [ Read more ]
Content: Quotation | Authors: Amrita Kimmi Grewal, Christopher R. Roark, James M. Scully, Michael V. Peterson | Source: Accenture | Subject: Management
Giving Customers What They Want: Growth and Differentiation Through Selling Business Outcomes
It’s hard to find a major B2B product company that doesn’t offer some type of value-added solution to complement their standard product lines. However, most of the “solutions” are, at their core, simply pre-packaged offerings which are not specifically designed to target a customer’s true needs.
To truly distinguish themselves from competitors, deliver greater value to customers, and grow more profitably, B2B companies need to focus … [ Read more ]
Content: Article | Authors: Johnathan M. Bray, Michael V. Peterson | Source: Accenture | Subject: Marketing / Sales
Invest to Win: Placing the Right Bets in a Shifting Competitive Environment
Most corporate strategies share a high-level mission: Understand what current or potential customers value, and use those insights to sell products and services. Citing examples from five industries, Accenture examines the complex investment decisions that companies must make to achieve a variety of business goals.
Content: Article | Authors: Amrita Kimmi Grewal, Christopher R. Roark, James M. Scully, Michael V. Peterson | Source: Accenture | Subjects: Finance, Management