Market Strategy

Market Strategy

A Little Bit of Canada in My Life!

Andrew Penny, July 1 2025

For those who celebrate it – Happy Canada Day!  Even if you are not fortunate enough to be a Canadian citizen, do feel free to celebrate the very fact of Canada. In many ways the world could use a bit more Canada just now. Here in Canada, we have muddled along quite well for the last 157 years managing to avoid too much controversy and minding...

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Market Strategy

Start Small to Win Big

Andrew Penny, June 17 2025

Early in my career, I was handed a juicy but daunting task: break our company into the OEM market. We were a Montreal based truck spring manufacturer. While we had highly automated equipment, we kept the ability to make springs by hand, one at a time.  When I joined, we were comfortably selling parts to small, independent truck repair shops. But...

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Market Strategy

The Long Game in Market Expansion

Andrew Penny, June 3 2025

Many years ago, I was employee #14 at Bell Mobility in Canada, serving as Vice President responsible for securing dominant market share in Quebec and Eastern Ontario. At the time, we sold cellular subscriptions through phone retailers, whose sales reps could earn up to $1,000 per phone. While our competitors doubled down on this retail gold...

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Market Strategy

Ten New Drivers

Andrew Penny, May 20 2025

In a recent Tuesday TUNE-UP, I talked about PESTLE analysis. The timing was uncanny. Because Canada just got a new Prime Minister: Mark Carney. And on day one, he laid out one of the most business-relevant political agendas we’ve seen in years. Here are 10 key drivers you need to

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Market Strategy

PESTLE

Andrew Penny, May 6 2025

Every Strategist knows the acronym PESTLE. It helps us to consider the context in which any planned course of action would take place.  I encourage all leaders to put PESTLE into their strategic planning sessions. For those who don’t recall, PESTLE reminds us of the key areas to

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Market Strategy

“If you can keep your head when all about you are losing theirs …”. *

Andrew Penny, April 22 2025

About 2500 years ago, 100km west of Shanghai, a young military scholar developed some unconventional ideas about strategy. He took the surprising step of documenting them in a book he called “The Art of War”.  Importantly for our SMB clients, his approach was very much that of the

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Market Strategy

SEO is OVER

Andrew Penny, March 18 2025

Buyers are increasingly using AI to solve problems such as ‘How do I manage a sales funnel? How do I seal glass to aluminum? Where should I stay in Atlanta? They do this because they will get answers rather than a list of ‘sponsored’ web pages they could visit. And they typically get a prompt asking if they would like to know where they can buy...

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Market Strategy

Product Market Fit is fine, but what about Brand Market Fit?

Andrew Penny, February 11 2025

Some companies spend way too much time developing insignificant incremental features for their products. Nobody buys a product, or service for that matter, based on how long the feature list is.  Once it can get the job done, the product capabilities become irrelevant. What becomes more important, as Pete Townshend might ask,

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Market Strategy

Doom Scrolling at Trade Shows Rots Your Mind

Andrew Penny, December 10 2024

The simple reality is that 99% of the attendees are not, and never will be, buyers – no matter how hard you try. Desperately trying to lure them in with free pens, gimmicks videos, magic shows and so on is simply a waste of time, money and energy. The harder you try the less likely it is that anyone will

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Market Strategy

“It’s an ill wind that blows no one any good”

Andrew Penny, October 22 2024

Henry VI , Part 3 While working with clients we often use a mnemonic called P-E-S-T-L-E; Political, Economic, Social, Technological, Legal, and Environmental. The idea is to look at these areas through the lens of your company to see where the threats and opportunities may lie. Typically, this is done as part of strategy development sessions....

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