Recently I was talking with a client about strategic planning as they are beginning their journey to define their path forward to 2030. They’ve set a goal, identified values, have a vision of their purpose, and currently have a strong business. The executive management team is being brought together to share insights and build the “framework” of the plan. After that, others … [Read more...] about Is Your Team Curious? Are You Investing in “Ventures?”
Customer Segments
The world of industrial customer segmentation in 2025
This past month, I have been going through old boxes of work material and coming across some foundational material on customer segmentation and pricing that I used as a distributor. I found in the archives my personal pricing Encyclopedia Britannia (the Complex) and the Texas A&M Industrial Distribution Customer Stratification Model (the Simple) and it made me think … [Read more...] about The world of industrial customer segmentation in 2025
Creating lemonade at Institutional Accounts
What do market segments such as government, universities / higher education, life sciences, government/ municipalities, sports teams, hospitals, and agriculture have in common? While most are considered "institutions", they all are significant users of eProcurement / punchouts as part of their electrical buying process. They use companies such as Ariba, Coupa, Jaggaer, … [Read more...] about Creating lemonade at Institutional Accounts
A changing MRO environment?
Recently I participated in a networking group that included a number of MRO buyers. The subject was trends in the MRO space. Granted many of the attendees were larger MRO buyers, but the feedback indicated a change in buyer purchasing behaviors. Over the years I've sat in a number of these meetings, albeit with different attendees. The buying and eCommerce trends centered … [Read more...] about A changing MRO environment?
