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Stratonomics-B2BTM empowers CEOs of business-to-business companies to plan, implement, and monetize strategy through a comprehensive, data-driven approach. CEOs can use Stratonomics-B2BTM to cut through the chaos caused when they use gut feeling, salience, and emotion to formulate strategy.
The strategy alignment gap examines the variance between actual alignment among executives and their perception of alignment. When perceived alignment exceeds actual alignment, companies often perform poorly.
We assess whether a company’s strategy is truly based on the one or two customer needs that measurably provide the greatest lift in customer value. We distinguish between strategies based on internal guess work, executives’ desires and hunches, or some combination of the two and strategies that are data-driven and scientifically measurable.
Our model redefines strategy implementation. Techniques like quarterly-business reviews, persuasion through communication, townhalls, and launching new initiatives are often confused with strategy implementation. The Stratonomics-B2BTM model implements strategy by linking customers’ most important needs to employees’ daily work through a system of positive accountability.
We enable sales teams to effectively capitalize on their company’s strategy, rather than selling solely based on price and product. The strategy monetization gap highlights situations where companies fail to grasp or excel in areas that truly drive customer value.
For many companies, strategies are collections of initiatives and objectives that change from year to year. Companies suffering from the strategy embedding gap have superficial and transient strategies.
Many senior and middle managers lack a coherent and scientific framework for thinking about strategy. Consequently, they confuse strategic thinking with relying on guesswork, hunches, emotion, and past experiences. They use salience and intuitive leaps to formulate and implement strategy.
The six gaps provide clients the framework for the Stratonomics-B2BTM engagement. Our engagement addresses each critical strategy gap, ensuring that clients not only develop sound strategies, but also successfully execute and embed them within their organizational culture for sustainable and impactful results.
Bridging the gaps through a Stratonomics-B2BTM engagement provides tangible financial and nonfinancial results. Following are conclusions based on evidence from proprietary Stratonomics-B2BTM databases assembled since 2017, published in the most prestigious academic journals, and validated among client companies.
B2B companies with $2 million to $6 billionin annual revenue and 20 to 20,000 employees
publicly traded B2B firms, including 45 energy sector companies, and 17,000 of their customers
publicly traded B2B firms, including energy sector companies, and 45,000 of their customers
publicly trade B2B firms, including 45 energy sector companies, and 4,105 of their customers
B2B company case studies
case studies of B2B companies with annual sales ranging from $15 million to $12 billion
B2B company case studies
