by Sam Klaidman | Mar 8, 2024 | Customer Value Creation
Why Create a Go-to-Market Plan? A go-to-market (GTM) plan is needed whenever a business performs any of the following activities: Selects its initial product Creates a new product or service for its current market Creates a new product or service for a new market...
by Sam Klaidman | Dec 4, 2023 | Growth
If you are responsible for pricing in an OEM business, you have three major revenue streams: finished products, spare parts, and services and service contracts. In the life science business and a few others, most of your income and profit comes from selling a fourth...
by Sam Klaidman | Oct 5, 2022 | Growth
What is segmentation? My friend Michael Chase of Tekcess International has an excellent definition of “segment,” which I adapted for this article. In the B2B space, a market segment is a group of potential customers with unique but common needs. Once you sell your...
by Sam Klaidman | Jan 4, 2022 | Growth
About 10% of all businesses are giant and employ professional pricing experts to prepare important quotations and set most product and service list prices. The remaining 90% of U.S. businesses are SMBs — small to midsize companies. With assistance from their CFO, they...
by Sam Klaidman | Jun 2, 2021 | Growth
INTRODUCTION This post has been updated after I spoke about why new services fail with Brian Halverson, an expert on gear trains and capital equipment remanufacturing. Brian has had a number of experiences with trying to introduce new services and was plagued with a...
