B2B MARKET STRATEGY

What are you doing and why?

Learn B2B market strategy from experts like Peter Drucker, McKinsey and Bain & Company.

In our overly busy world, it’s easy to stray from the task of creating a truly competitive strategy. It requires that we slow down and take a cerebral look at the trends and competitors in our market space. Then, we decide how we must address those trends to acquire new customers and grow revenue.

B2B market strategy is not difficult, but you must have a clear idea of how you will accomplish this critical task.

Consequently, we stay on top B2B market strategy and share new insights with you as they develop.

“Knowledge has to be improved, challenged, and increased constantly, or it vanishes.”

Peter F. Drucker

Product/Market Fit: Will the Dogs Like the Dog Food?

b2b market strategy, will the dogs like the dog food

Your strategy begins with product/market fit. Use these techniques to figure it out before throwing money at it. Don’t end up with a product that answers a question no one is asking!

B2B Market Strategy: Know Your Competitors

Your competitors are increasing. Are they clearly in view?

New companies today have access to astounding low cost resources for designing and manufacturing products more quickly and efficiently than ever before. 

Mike Harris

Mike enjoys writing about B2B market strategy, targeting and positioning. His work includes articles, case studies and how-to’s.

Inform your B2B market strategy…

Surge In B2B Tech Funding

More B2B technology companies secure funding to expand and enhance offerings.

Demand Gen Report

Have you tested your strategy lately?

How do you know your strategy will work? A set of tests to help you determine find out.

McKinsey Quarterly

Becoming a Scale Insurgent

Great article on what makes business ‘insurgents’ stand out and grow fast.

Bain & Company

Drucker's 10 Strategy Principles

B2B market strategy, insight and clarity from the late Peter Drucker.

Management Matters Network

The foundation of B2B market strategy

 

B2B market strategy confirms the intersection between:

  • firstly, what we can do
  • secondly, what they will pay for
  • thirdly, an opening in the marketplace

What we can do is simple. It’s what you can do within a reasonable time period to address an opening in the market before that opening closes.

Pricing is also simple. Know your competitors’ pricing, the availability of substitutes and the cost of doing nothing.

But, there must be an opening in the marketplace. That opening can be an absence of product altogether, the presence of products priced too high, a desire to replace do-it-yourself, or other opportunities.

5-Point Strategy Model

Too many companies get tangled over market strategy. It’s really not that difficult if you use these five questions to frame a strategy:

  • Start by asking what are the trends in my industry?Eight principals of b2b market strategy dynamics
  • Next, research what’s driving those trends.
  • Then, ask yourself ‘what are we doing about the trends?’.
  • After that, review what your competitors are doing about the trends.
  • Lastly, ask yourself ‘what should we doing about the trends?’.

The first thing to understand (and many people don’t) is that business is a social process. When researching your market, plan to spend the bulk of your time talking with people…not staring at a laptop screen.

If this provokes anxiety you’re in good company. Many people are hesitant to reach out to strangers. If you take the plunge, however, you’ll find it gets much easier as you go along.

First, work through the model applying what you already know, or strongly suspect, is true about the market.

Second, support each assumption with whatever market information you have on hand.

Now you have a baseline. You can see the gaps in your information and you’ll know what to do next.

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