January 23rd, 2020

Market/Customer Back Portfolio Approach to Maximizing Value and Outcomes: Part 2

As discussed in our previous blog, 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 a broad offer/sales catalogue over time. There are … Continue reading “Market/Customer Back Portfolio Approach to Maximizing Value and Outcomes: Part 2”

November 20th, 2019

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

As we have discussed in other blogs, portfolio serves as the linkage between your organization and the value and outcomes you provide to your client. Looking at the critical functions to winning in a market segment, Portfolio defines your “Where to Play” or “Where to Act” strategy, effectively: • Providing specificity for not only what … Continue reading “Market/Customer Back Portfolio Approach to Maximizing Customer Value and Outcomes: Introduction”

October 22nd, 2015

Developing a Portfolio of Offers

The entry to the commercialization phase of the Customer Intimacy Journey requires a re-evaluation of your Market Participation Strategy. This deals with which markets, which geographies, and which accounts we are trying to impact. The answer, of course, will include several over time. Remember, companies live in verticals; understanding and expertise in those verticals are … Continue reading “Developing a Portfolio of Offers”

April 19th, 2015

Where Does Customer Intimacy Apply in Your Business?

One of the first questions we get is “Where in our business would this apply?” It’s a good question – because in many corporations, multiple customer engagement models co-exist in support of various parts of the portfolio – and will continue to do so. To answer the question, it helps to think about the nature … Continue reading “Where Does Customer Intimacy Apply in Your Business?”