Sugath Warnakulasuriya explains how to take the first step in accessing the digital value in an old-school business model. For leaders of traditional industrial and business service companies operating in eroding markets, the typical daily experience is one of keeping existing customers from leaving, holding onto already scant revenue and margins, and staying alive. Entertaining thoughts of getting lots more new customers or becoming more profitable is a rare luxury amidst constant fear of new digitally native attackers turning…

  Sugath Warnakulasuriya shares an article that explores a strategy many companies take to develop a path to profitable growth.  Many traditional high-share, low-growth companies find themselves in a similar predicament: they’re burdened with large, fragmented account portfolios, likely from inorganic market share binges. They often have hybrid asset bases, widely dispersed points of distribution and sale, large workforces, and complex logistics, all of which make margin growth very difficult. The legacy nature of these businesses also prevent access to…