Organizing Growth Efforts via Account Segmentation
At the highest level, B2B organizations grow in two different ways; through expansion of their existing account base or through acquiring new customers. In this blog, we focus on the former, sharing a methodology for identifying growth opportunities within an...
Building a Team to Support Growth Strategy
Throughout this blog series, we have made the case that creating and implementing strategies is a full-time job best completed by an owner with the authority to hold others accountable. In many cases, this means creating a growth-focused executive role (Chief...
Ownership and Accountability of Organizational Growth
In the last three blogs of this series, we outlined our framework for organizing a differentiated growth strategy, aligning the organization to that strategy, and evaluating and adjusting the strategy as new information is received. Because of the iterative nature of...