Embed Size (px)
Citation preview
© 2017 Blue Canyon Partners, Inc.
Strategies for Managing Disruption
Commercial Executive Forum
April 2017
© 2017 Blue Canyon Partners, Inc.
Overview
Case Studies
Additional Resources
2
TODAY’S TOPICS
© 2017 Blue Canyon Partners, Inc.3
QUESTIONS….
What trends in industrial markets are you guys seeing and how
you can help our companies defend their position and guard
against what might be coming in the future?
In the new norm of moderate growth, how can we rejuvenate our
business to grow faster than the underlying market?
How can we build a new business model to move from a business
that tracks backlog, order rates, and project activity to one with
recurring revenue streams?
What is the next big transformation and what can we do to
navigate toward it?
© 2017 Blue Canyon Partners, Inc.
B
2
C
B
2
B
A player exploiting an inefficiency in the market …
… to change how a customer’s problem is solved or need is met.
4
WHAT IS DISRUPTION?
© 2017 Blue Canyon Partners, Inc.
Trend Setting Technologies
Price Transparency with eCommerce
Scientific Advancements
Internet of Things
Data Analytics
Autonomous Vehicles
Smart Homes, Smart Equipment,
Smart …
Markets Undergoing Transformation
Changes in the Customer Chain
Disintermediation
Consolidation
New Entrants
New Segments
Economic Cycles
Regulatory Changes
Globalization
5
DRIVERS OF DISRUPTION
SupplierYOU &
CompetitorsDirect
CustomerEnd
Customer
© 2017 Blue Canyon Partners, Inc.6
THREE GUIDELINES FOR MANAGING DISRUPTION
CREATE VALUE
Help customers overcome their challenges …
CAPTURE VALUE
… Customers will reward you for the value
Make an Impact
Avoid incremental moves;
find scalable models &
larger roles; make it matter
to the customer
Assure Adoption
Its not about the cool
technology; it’s about
compelling economics
Place Your Bets
Know the size of the prize;
make choices and prioritize
scare resources
© 2017 Blue Canyon Partners, Inc.7
Client
Challenge
Outcome
Supplier of diagnostic equipment for hospitals and labs
How to successfully launch new technology based on
advances in medical science
Determined the value of the offering versus alternatives
Defined size of opportunity, where to target, required
value proposition(s) and price points
CASE STUDY #1: HEALTH CARE
© 2017 Blue Canyon Partners, Inc.8
Client
Challenge
Outcome
Supplier of mechanical and electronic security solutions
for residential, commercial, and institutional facilities
Anticipate disruption and maintain leadership position by
understanding:
▫ Shifting customer needs
▫ B2B eCommerce trends
▫ Penetration of non-traditional brand substitutions
Transformational investments
▫ Organization
▫ Advanced tool and processes
▫ Channel and customer programs, policies, and approaches
Revenue increase of >$110mm by 2nd year
CASE STUDY #2: SECURITY
© 2017 Blue Canyon Partners, Inc.9
What’s Your Play? A B2B Executive’s Guide to Identifying
and Creating Disruption
Stay Ahead of the Game: How to Recognize and Respond
to Disruption
Business-to-Business eCommerce: A Call to Action
Identifying and Responding to eCommerce Disruption: A
Guide for B2B Suppliers
Driving Growth through Monetization
Breakout Growth: The Innovation Competency
RESOURCES
© 2017 Blue Canyon Partners, Inc.10
For complete information on Managing Disruption,
Please [email protected]
