Triple Fit Strategy

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

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.