Have you ever had a two-by-four moment? By that, I mean an
“a-ha” experience. It’s like someone hit you with a
two-by-four and all of a sudden you have clarity about the
situation. You see things in a...
Serving customers in a way that creates a loyal following is hard.
Add in the complexities created by an indirect go-to-market
strategy and the degree of difficulty rivals the reverse 4 ½
I think it is a little ironic. Customer strategists are frequently
charged with collecting insights from thousands of customers. And
yet, if you ask them if their own people are putting those
This is the fourth part of our ongoing series designed to
understand some of the dynamics that help explain how companies in
the Walker Index outperform the market by over six-to-one. So far,
In my previous post, I blogged about the art of doing. In
this post, I advocate for being selective about what it is you
choose to do. Last week, while I was at the first Members Insight
B2B vendors are selected for reasons that vary by buying sector and
company. Vendor size wouldn't always be on a company's short list
of decision criteria, but I believe the size of the vendor plays...
Customer strategists can’t do it alone. They need an army of
ambassadors to make sure people are aware of the organization’s
customer initiatives and that a customer-focused spirit is
engrained in the...
Over the past few months, I have been facilitating action planning
workshops with a client who is in the first year of their customer
listening program. Much of our focus has been on educating
Last week I had the pleasure of reading a blog post by Bill
Schmarzo of EMC, in which he talks about how BIG DATA can help
answer the question Who are my Most Important Customers? And
if you can get...