Converting competitive accounts can be challenging and frequently marketing and sales executives will adapt and adjust based on gut feel or experience alone. The result of this practice is often is more of the same, some wins, some losses, and rarely that desired breakthrough. BCE regularly supports clients in defining a structured and repeatable approach … Continue reading Competitive Conversion Framework
Category: Framework
Framework Overview“Brand” is a critical asset for any company – the rational and emotional manifestation of the products, services, and experiences offered to customers. When nurtured, cultivated, and grown, “brand” can drive significant customer loyalty, market differentiation, and pricing power. To achieve these outcomes – among other important associated goals – organizations must first understand the … Continue reading Brand Funnel: Audit & Action Framework
BCE’s new series on how organizations can position for a market rebound begins with a look at how to think about adjacent market growth: In the post COVID-19 landscape, businesses across sectors and sizes are facing dramatically different operating environments. They have seen markets for their products and services collapse, have been forced to repurpose … Continue reading Positioning for the Rebound: BCE’s Adjacent Market Framework
BCE has developed a portfolio strategy framework to assist clients in assessing their current mix of products and services in context of the current total market, expansion of that market, and innovation. The framework approach allows the client to move beyond data analysis to action – how to capture share, build the portfolio, change the … Continue reading BCE Portfolio Management Framework