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Triple Fit Strategy: How to Build Lasting Customer Relationships and Boost Growth
It's time for B2B companies to rethink their growth logic.
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 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.
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 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.
- GenresBusinessManagement
240 pages, Hardcover
Published November 19, 2024
14 people are currently reading
77 people want to read
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Displaying 1 - 3 of 3 reviews
January 6, 2025
Triple Fit Strategy: How to Build Lasting Customer Relationships and Boost Growth by Christoph Senn and Mehak Gandhi is a must-read for B2B professionals looking to revolutionize their sales and growth strategies. This insightful book challenges the outdated paradigm of transactional "value selling" and introduces a more collaborative and impactful approach: "value creation."
Senn and Gandhi masterfully present the Triple Fit Strategy framework, emphasizing the importance of aligning planning, execution, and resources between suppliers and customers. The authors' use of the Triple Fit Canvas as a practical tool adds a layer of accessibility and actionability to their concepts, making it easy for organizations to integrate this methodology into their operations.
What sets this book apart is its data-backed evidence. The authors illustrate how implementing value creation strategies can lead to substantial growth, including doubling account values within just three years. This is not just theory but a proven approach validated through decades of experience and real-world application.
Beyond the strategies themselves, the book shines in its clarity and organization. Each chapter builds logically on the last, providing readers with a roadmap to transform their customer relationships and foster sustainable growth. The case studies and examples further enrich the narrative, making the principles relatable and inspiring.
In an era where customer-centricity is more critical than ever, Triple Fit Strategy provides the tools and mindset needed to succeed. It's an invaluable resource for sales leaders, account managers, and executives aiming to break free from product-centric thinking and create meaningful, long-term partnerships with their customers.
Highly recommended for anyone serious about driving growth and building lasting relationships in the B2B space.
Senn and Gandhi masterfully present the Triple Fit Strategy framework, emphasizing the importance of aligning planning, execution, and resources between suppliers and customers. The authors' use of the Triple Fit Canvas as a practical tool adds a layer of accessibility and actionability to their concepts, making it easy for organizations to integrate this methodology into their operations.
What sets this book apart is its data-backed evidence. The authors illustrate how implementing value creation strategies can lead to substantial growth, including doubling account values within just three years. This is not just theory but a proven approach validated through decades of experience and real-world application.
Beyond the strategies themselves, the book shines in its clarity and organization. Each chapter builds logically on the last, providing readers with a roadmap to transform their customer relationships and foster sustainable growth. The case studies and examples further enrich the narrative, making the principles relatable and inspiring.
In an era where customer-centricity is more critical than ever, Triple Fit Strategy provides the tools and mindset needed to succeed. It's an invaluable resource for sales leaders, account managers, and executives aiming to break free from product-centric thinking and create meaningful, long-term partnerships with their customers.
Highly recommended for anyone serious about driving growth and building lasting relationships in the B2B space.
November 30, 2024
It's more like a sales pitch for companies to use the strategy without giving much away in details.
September 4, 2025
DNF. 38%. Boring and felt like someone was reading meeting minutes with structure for the whole book. Could hardly keep my eyes open it was so boring.
Displaying 1 - 3 of 3 reviews