November 20th, 2020

Three Signs that Suggest It is Time for a Portfolio Review

As we have discussed in the first two blogs in our series, a solutions portfolio is the embodiment of a company’s where to play and how to act strategies that involves cross-business initiatives and investments. Because a portfolio is dynamic and multifaceted, companies often overlook key indicators that tell them to focus their attention on … Continue reading “Three Signs that Suggest It is Time for a Portfolio Review”

October 29th, 2020

Defining the Role of Portfolio Manager

In the last blog in this series, we introduced three challenges companies face that are often symptomatic of poor solutions’ portfolio management. In this blog, we want to delve into the first challenge in more detail – a striking majority of organizations lack a dedicated resource who is responsible for owning the portfolio for the … Continue reading “Defining the Role of Portfolio Manager”

October 20th, 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, we will use portfolio … Continue reading “Maximizing the Value of The Solutions Portfolio”

June 25th, 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 intimacy” – if you are … Continue reading “The Future State Business Model: Managing Through Account Journeys”

June 4th, 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 with simpler businesses. Today’s … Continue reading “Complex Business: The Future State Business Model”

May 21st, 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 improving the ability of the … Continue reading “How to Play – The Financial Value of Categorizing Accounts”

April 28th, 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 time. As discussed in our … Continue reading “Market/Customer Back Portfolio Approach to Maximizing Customer Value and Outcomes: Part 4”

March 18th, 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 extended period of time the … Continue reading “Tips and Tricks for Working Remotely”

March 12th, 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 a broad offer/sales catalogue over … Continue reading “Market/Customer Back Portfolio Approach to Maximizing Customer Values and Outcomes”

March 6th, 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 blog walks through the Growth … Continue reading “Growth Initiative Cycle”