Knowing the value you deliver to customers is important for shaping your go-to-market strategy and helping clients build an ROI case for purchase. Conducting a business value analysis and building an ROI model can help growing companies communicate value better, grow faster and price strategically for market expansion.

If you run an Australian company and you are thinking of expanding into the US market, you probably think you already know how to speak the language, but, most likely, you have some learning to do. By this I mean, learn to speak the language of your US-based target customer. Here are 5 steps to get you started.

Bulldogs coaching as a case study for high-velocity continuous improvement? As a life-long, mad-keen fan of the Western Bulldogs looking forward to the Grand Final on Sept 25th, I couldn’t resist this analysis!

Australia and the USA look about the same size on the map but, from a market segmentation viewpoint, there the similarity ends. Market segmentation differences and beach-head accounts matter for successful entry to the US market.

Making the choice of partners, channels and direct sales for entering the US market is often top of mind when leaders are thinking about expanding into the US market. The hard truth and what really works: channels, partners, direct sales and advisory boards.

One of the best frameworks I’ve ever come across to help teams think through big business decisions like whether to launch a new business, introduce a new product or expand to a new market is this simple, three question framework.