Covers the important sources of revenue growth

1. Five Sources of B2B Revenue
Growth
Overview

2. Revenue growth
• Companies that know where their revenues
really come from are as disciplined in
managing growth as they are in managing
costs.

3. Five sources of revenue growth
1. Base retention – continuing sales to
established customers.
2. Share gain – sales won from competition
3. Market positioning – new sales in
expanding market.
4. Adjacent markets - attack neighbouring
markets.
5. New business lines – diversify into new
business areas

4. Building Growth from Five Revenue
Sources
Source: HBR, April 2004 pp. 127 - 132

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Whiteboard your source of B2B Asia / Pacific
marketing advice
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