Blog

  • October 20, 2020

    Maximizing the Value of The Solutions Portfolio

    What is a portfolio and why is it important? The definition of the word “portfolio” varies greatly based on context, but for this blog series, the word portfolio will not refer to a suite of technology offerings, a financial portfolio, or a static snapshot of a company’s products and services.  Rather, ...
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  • June 25, 2020

    The Future State Business Model: Managing Through Account Journeys

    As mentioned in earlier blogs, B2B companies in mature markets must manage complex businesses in order to grow and sustain reasonable margins. We believe the best way to view the business is through the lens of market segment needs and share of wallet. This is because of the “law of ...
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  • June 04, 2020

    Complex Business: The Future State Business Model

    Stop Chasing the Silver Bullet to Maintain Simplicity We have two conflicting pressures in business today.  The first is the need for companies to be successful managing a complex business model – products, software, services, and professional services – in different segments and markets. The second is leaders’ interest and comfort ...
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  • May 21, 2020

    How to Play – The Financial Value of Categorizing Accounts

    In this blog series, we will begin discussing the important issue of how to play – how to organize the go-to-market assets to address different account categories and different business models – hardware products, software products, services, professional services, outsourcing etc. The goal of a “how to play” model is ...
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  • April 28, 2020

    Market/Customer Back Portfolio Approach to Maximizing Customer Value and Outcomes: Part 4

    As discussed in this blog series, most agree that Portfolio plays a strategic role, yet we consistently see organizations use portfolio as a catch-all at the end result of market sizing and R&D. Oftentimes, organizations fall prey to a “Typical State” portfolio that acts as a broad offer/sales catalogue over ...
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  • March 18, 2020

    Tips and Tricks for Working Remotely

    This is not a typical post for the McMann & Ransford blog so for those of you in search of one of those, excuse the self-help nature of this post and come find us next week. In light of the surge of people transitioning to working from home for an ...
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  • March 12, 2020

    Market/Customer Back Portfolio Approach to Maximizing Customer Values and Outcomes

    As discussed in our 1st blog in this series, most companies agree that a Portfolio plays a strategic role, yet we consistently see organizations use portfolio as a catch-all at the end result of market sizing and R&D. Oftentimes, organizations fall prey to a “Typical State” portfolio that acts as ...
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  • March 06, 2020

    Growth Initiative Cycle

    All businesses must manage competing priorities and limited resources when determining how to develop and deploy new solutions to remain relevant in the market. As businesses grow and build out new offers, it’s imperative to formalize a process to evaluate, consolidate, and align new topics to the organizational strategy. This ...
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