Blog

Instigation: IBM has enjoyed a remarkable reputation, especially in mid-range computing, but were surprised to hit rough territory when they introduced a new office solution for physician practices. Expectations were high because this new offering was much more than an upgrade. In fact, it addressed both clinical...

Instigation: This ‘challenger’ mining company in Africa was up against major suppliers around the world. Their core product was a low-margin commodity, and they were losing economies of scale to larger producers. They were looking to build their volume to gain scale as well as expand...

Instigation: This long-established supplier of office products to small businesses had just been acquired. The newly merged company was anxious to explore options to increase growth within the current customer base, particularly in its top vertical segments, but years of prior attempts by Deluxe to increase...

Instigation: Asigra has been quietly providing data backup and recovery software for decades. Positioned as the “cloud backup expert”, Asigra serves more than 550,000 sites throughout the world with single-minded devotion. Content to devote all their energy to supporting their channel partners, they are one of...

Instigation: Once a dominant manufacturer of those ubiquitous hospital IV pumps, Baxter was steadily losing market share to competitors with more advanced products. To reverse their fortunes, they developed a competitive new line but, being late with the new technology, they knew they had to get...

Instigation: Tradeshift is a B2B start-up offering a free invoicing platform and a growing web-based business network. Like many start-ups, its vision was grander than its reality. It quickly found itself in a sea of small companies offering commoditized e-invoicing services. Frustrating to employee and founder...

The most valuable part of any research is the insight. That nugget of truth that expands your understanding and guides strategy and messaging. Digging for insights isn’t easy—you have to go beyond the surface and get some dirt under your nails. And gasp! you may...

When both my girls lived at home I had a wonderful idea – let’s have a family calendar. We’re all bumping knees – I didn’t know you had a swim meet; your aunt’s birthday is next week; yes, Mom’s working Saturday. This would be a...