Triple Fit Strategy: How to Build Lasting Customer Relationships and Boost Growth - Hardcover

Senn, Christoph; Gandhi, Mehak

Hardcover

ISBN 10: 1647827140 ISBN 13: 9781647827144

Publisher: Harvard Business Review Press, 2024

Synopsis

It's time for companies to rethink their growth logic.

Business relationships are still dominated by a narrow perspective—trying to match products to customer needs and making deals. It's a buyer-seller relationship built on a transactional mindset, and it's not how you should be doing business.

There's a better way—orchestrating growth—in which suppliers and customers collaborate to build strategies and grow together. With clarity and precision, Christoph Senn and Mehak Gandhi lay out the Triple Fit Strategy framework, which will help you escape the product-centric mindset and put customers at the heart of your business strategy. Based on a hands-on tool set, Triple Fit ensures that customer and supplier are aligned across three areas: planning, execution, and resources. The Triple Fit canvas, a diagnostic and action framework, provides a systematic approach that every account manager and sales team can use to boost business results. Companies who use it can contribute ten times more to their customers' success and can double account values in less than three years.

What's more, the Triple Fit Strategy helps sales and business leaders better understand the health of their customer relationships and allocate resources for faster breakthroughs. It's a proven approach that Senn and Gandhi have implemented with hundreds of companies over twenty-five years and validated with data from more than ten thousand cases.

Triple Fit Strategy is a breakthrough approach to strategy and sales, with the power to transform businesses. Your journey to becoming a value creator starts here.

For more information about Triple Fit Strategy around the world, please visit the official website: triplefitstrategy.com.

About this title

About the Author

Christoph Senn is an Adjunct Professor of Marketing and Codirector of the Marketing and Sales Excellence Initiative (MSEI) at INSEAD. He is also the founder and CEO of Valuecreator, a global provider of B2B growth tools and programs.

Mehak Gandhi is Head of Research and Training at Valuecreator, where she designs and implements B2B growth-accelerator programs and next-generation sales organization strategies for companies around the globe and across industries.

Edition details

• Publisher: Harvard Business Review Press
• Publication date: 2024
• Language: English
• ISBN 10: 1647827140
• ISBN 13: 9781647827144
• Binding: Hardcover
• Number of pages: 240