Triple Fit Strategy - by Christoph Senn & Mehak Gandhi (Hardcover)

About the Book

"Business-to-business selling is still dominated by "value selling"--trying to match products to needs and making deals. It's a buyer-seller relationship built on transactions, and it's not the way you should be doing business. There's a better way--"value creation"--in which supplier and customer collaborate as partners to build joint strategies and grow together. If you can escape the product-centric mindset of value sellers and put customers at the heart of your sales strategy, results will follow. What kind of results? The authors' own data shows that customers who get value creation right can double account values in three years. With clarity and precision, Christoph Senn and Mehak Gandhi lay out the framework, called Triple Fit Strategy, for helping you move to value creation. Their process, along with their Triple Fit Canvas tool, ensures a fit between customer and supplier across three areas: planning, execution, and resources. It's a proven approach they've implemented with many B2B companies over twenty years and validated with data from those engagements. This breakthrough approach has the power to transform B2B businesses, better aligning them with customers, creating better internal organization, and uncovering new opportunities for growth. Your journey to becoming a value creator starts here"--

Book 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.

Review Quotes

Advance Praise for Triple Fit Strategy:

"The Triple Fit Strategy framework works! In fact, it has become embedded in the way we manage our relationships to stay close to our strategic customers, regardless of industry conditions." -- Vincent Clerc, CEO, A.P. Moller - Maersk

"Triple Fit Strategy vividly illustrates how companies--sellers and buyers--can build a business relationship as though they belong to one company. The book shows how to achieve 'three fits' between them at the planning, execution, and resource levels. It's a must-read, filled with insightful and interesting examples." -- W. Chan Kim, Professor of Strategy and Codirector, Blue Ocean Strategy Institute, INSEAD; eight-time Thinkers50 award winner; and bestselling coauthor, Blue Ocean Strategy, Beyond Disruption, and Blue Ocean Shift

"Triple Fit Strategy has started to transform our customer interactions. We now engage more in strategic dialogues focused on joint value creation, as if we were one company." -- Niels Pörksen, CEO, Südzucker Group

"Triple Fit Strategy is smart, practical, and based on the authors' years of experience across industries. It can help you turn customer focus from rhetoric to reality." -- Frank Cespedes, Senior Lecturer of Business Administration, Harvard Business School; author, Sales Management That Works and Aligning Strategy and Sales

"Rarely does one encounter the right mix of conceptual sales strategy, hands-on tactics, and empirically proven bottom-line impact. Triple Fit Strategy stands out as an exception--a must-read for business leaders and their sales teams." -- Thomas Gøgsig, Chief Commercial Officer, ECCO Group

"Triple Fit Strategy helps us to develop high-value relationships with our customers and project partners and run them like a business." -- Michael Dobler, Head of Global Account Management, Schindler

"Two companies working as if they were one is the motto this book brings to life. It helps you realize game-changer ideas, based on a joint vision, as we did with Walmart." -- Tom Muccio, former President, Global Customer Teams, Procter & Gamble

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.