Transform commercial teams through needs-based customer segmentation and winning value propositions. Expert guidance on mindset change and sustainable revenue growth.
Juan Aguiriano, Group Head of Sustainability at Kerry Group, traces how the company transformed sustainability from a compliance exercise into its central growth engine. From purpose built with 22,000 employees to a world-first verified dairy supply chain, this is a case study in doing good and doing well simultaneously.
Win-loss analysis has evolved from optional sales tooling to a competitive necessity for B2B organizations. Companies that implement comprehensive programs achieve significant revenue and win rate increases by addressing critical intelligence gaps across commercial excellence, product management, innovation, and business strategy.
Many B2B organisations segment customers by volume, creating costly blind spots. This approach assumes high-volume customers share similar needs—a dangerous misconception leading to resource misallocation and missed opportunities. Needs-based segmentation unlocks hidden value through superior customer understanding and differentiated service
Even products with compelling value propositions fail when supported by flawed business models. Three critical failure modes dominate: inadequate distribution channels, value chain resistance, and coordination complexity. Learn from real failures and build resilient commercialisation strategies.
Why 80% of B2B products fail within their first year. Discover the three critical value proposition failure modes that doom even superior technology, plus five proven practices for developing offerings customers actually want to buy.
Forecast Driven Fulfillment integrates demand forecasting with order fulfillment to create resilient B2B supply chains. This strategic approach delivers measurable results: improved customer satisfaction, reduced inventory costs, and lower operational expenses. Success comes not from achieving perfect forecasts, but from systematically managing deviations when they occur
Is your organisation struggling to implement strategy consistently? An effective operating model bridges strategic intent and operational reality. Arkaro's distinctive "do it with you" approach combines technical expertise with collaborative implementation, addressing structural alignment, customer connections, operational excellence, and integrated processes to build sustainable organisational capabilities
Despite 75% of B2B product launches failing to meet revenue targets, executives often incorrectly blame the commercial launch phase. The true root causes typically include poor cross-functional collaboration, unclear innovation strategy, weak value propositions, and flawed business models—all of which originate much earlier in the innovation process.