SPOS #968 – Mehak Gandhi On The Science Of Growth And Lasting Customer Relationships

Jan 26, 2025

In this discussion, Mehak Gandhi, Head of Research at Valuecreator and co-author of "Triple Fit Strategy," shares her expertise in B2B growth and customer relationships. She emphasizes the importance of deep partnerships over mere transactions, revealing how to operationalize collaboration for mutual growth. The conversation delves into integrating AI with human decision-making, navigating complex business relationships, and rethinking competition as a pathway to innovation. Mehak's insights offer a fresh perspective on fostering trust and aligning strategic goals.

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ANECDOTE

Sonos and Best Buy Case Study

Sonos and Best Buy, despite a good product and retail presence, struggled with backend and strategic alignment.
They lacked clarity on each other's strategies and processes, hindering data sharing and joint marketing efforts.

INSIGHT

Mutual Benefits of Alignment

Best Buy benefits from aligning with Sonos through improved supply chain efficiency and marketing support.
This strategic alignment leads to mutual business growth and a more efficient go-to-market approach.

INSIGHT

Shifting Blame to Collaboration

Companies previously blamed customers for product failures, attributing it to a lack of understanding.
Triple Fit Strategy shifts this by involving customers early in product development, ensuring market fit and a pre-existing business case.

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Welcome to episode #968 of Six Pixels of Separation - The ThinkersOne Podcast.

Mehak Gandhi, co-author of Triple Fit Strategy - How To Build Lasting Customer Relationships And Boost Growth (along with Christoph Senn), is the Head of Research at Valuecreator in Switzerland, where she designs and implements B2B growth accelerator programs and next-generation sales strategies. With extensive experience conducting research and training for global giants like Allianz, Maersk, Konica Minolta, and Schneider Electric, Mehak has developed a reputation for merging data-driven insights with actionable strategies that drive sustainable growth. In our conversation, Mehak outlined the transformative potential of the Triple Fit Strategy, a framework designed to move beyond transactional buyer-seller dynamics toward deep, collaborative partnerships that create exponential value (which includes over 10,000 case studies). Drawing on decades of research and her work with companies like Microsoft, Coca-Cola, and GE, Mehak emphasizes the importance of aligning planning, execution, and resources to foster mutual growth. She shared powerful insights into how businesses can operationalize collaboration, simplify complex relationships, and engage customers early to drive innovation and new revenue streams. We also explored the critical balance between human decision-making and AI in optimizing these strategies, alongside the legal and operational challenges of fostering trust and data sharing in supplier-customer partnerships. Mehak’s passion for helping businesses adopt a 360° customer-centric approach is evident as she shares examples of companies unlocking millions of dollars in opportunities through collaboration. If you’ve ever wondered how to future-proof your sales processes while building lasting partnerships, this episode is a must-listen. Enjoy the conversation!

Running time: 59:35.
Hello from beautiful Montreal.
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Here is my conversation with Mehak Gandhi.
Triple Fit Strategy - How To Build Lasting Customer Relationships And Boost Growth.
Valuecreator.
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This week's music: David Usher 'St. Lawrence River'.

Chapters:

(00:00) - Introduction to Mehak Gandhi and Triple Fit Strategy. (02:50) - The Importance of Customer Centricity. (06:01) - Aligning Business Strategies for Mutual Growth. (08:57) - Navigating Supplier-Customer Relationships. (12:13) - Sustainability and Long-Term Partnerships. (15:06) - The Role of Collaboration in Business. (17:48) - Innovating Through Customer Engagement. (20:52) - Operationalizing the Triple Fit Strategy. (23:53) - The Complexity of Legal and Data Sharing. (27:01) - The Future of Business Relationships. (30:09) - The Role of Human Decision-Making in AI. (32:27) - Visionaries and Market Disruption. (35:20) - Building Relationships in Business. (37:49) - Navigating Procurement Challenges. (40:26) - Transitioning from Transactional to Collaborative Relationships. (42:04) - The Service vs. Product Paradigm. (45:13) - Unlocking Value through Service Innovation. (46:47) - Sustaining Partnerships Over Time. (48:29) - Managing Change in Business Relationships. (52:31) - Growth in an Uncertain Economy.