Insights, Research & Perspectives
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Our goal is to enable you, a B2B leader, to succeed as a business growth champion in your organization. Subscribers receive Kelly’s Monthly Growth Accelerator email with key insights & resources to power decision-making and boost capability for de-risked growth delivery with impact. Reference the archives below.
Articles
Articles are categorized by: Market Trends * Growth Strategy * Innovation * Value Proposition, Capture & Pricing * Customer Insight
MARKET TRENDS
There is a lot of energy around AI right now. Some leaders are pushing hard for it. Others are watching carefully. Most are somewhere in between, feeling the pressure to move and not yet sure where to start. Wherever you are, this is for you.
Another disruption is coming. We cannot tell you its name or its timing. We can tell you it will arrive, because it always does. The smartest way to get ready is to study the last one closely. Here we go back to 2020 and dig into what made the winners.
In the often overwhelming world of sustainability, where do we start? At the beginning. Here we break it down.
GROWTH STRATEGY
Marketing looks busy while ROI stays flat. That gap between activity and impact is the problem. Read on for what strong leaders do to close it.
Many teams spread themselves too thin. Here’s how to refocus on where you truly have a right-to-win.
If the growth journey feels overwhelming, read on for tips on how to move from "too much" to growth that feels good and makes an impact.
INNOVATION
Millions spent, years invested, and no clear answer who will buy it or why. Read on to fix this common growth problem.
Innovation doesn’t fail from lack of effort. It fails due to misalignment. Read on to learn how to fix it.
Before you fund the next idea, take a closer look at what your team may be missing. Read on for practical ways to accelerate growth and protect ROI.
VALUE PROPOSITION, CAPTURE & PRICING
Should-cost models have been around for a long time, but AI has made complex data gathering and analysis easy. And what's worse, it doesn't matter if the data is accurate. We explore should-cost models and how you can lead your business to capture value despite them.
Technology is always shifting. This article discusses how business leaders can communicate technology shifts with impact and integrity when they inevitably arise.
Change is inevitable. This article explores a personal case study of changing preferences and examines one buyer’s decision-making in Mercedes-Benz versus Tesla. How have your customers’ buying preferences changed? How will you adjust your value proposition to deliver new business growth?
CUSTOMER INSIGHT
Today's business leaders are under immense pressure to drive growth while managing risk. They must deliver short-term gains without sacrificing long-term stability, all while navigating a constantly changing landscape of technology and market demands. AI has emerged as a tool to help quickly identify data to inform decision-making. Read on for how to leverage it and de-risk the process.
The further you move from the familiar, the riskier growth feels. Understanding your customers' unmet needs is what lowers that risk. Read on to pursue bigger growth with more confidence.
Product, price, place, promotion. The customer is missing from all four. Here is what the best marketers add to turn marketing into growth.
PROPRIETARY RESEARCH
Proprietary research on tools and best practices to accelerate B2B growth.
RESOURCES
Practical tools, webinars, and industry insights for B2B growth leaders.
