The competitive dynamics in B2B manufacturing industry have undergone some structural changes. The changes have been caused by globalization, rise of Asian competitors and reduced pace of transformational product innovations. As a consequence, companies need to change the way they compete in market. Instead of relying just on product differentiation and first mover advantage, companies need to have a sharper understanding of what is valued by customers and differentiate by delivering “customer value” through their total offering.
Umesh Sharma is on a mission to serve B2B manufacturing industries to build strategic leadership capability focused on customer value management. The mission is to help companies build and implement sustainable business strategies for profitable growth.