Exploring BDXi's Xcelleration Framework

In our work, we prefer to focus where improvements will produce the greatest growth and profitability impacts for the effort involved. Over the years, we've identified 10 of these high-leverage areas at three levels --- tactical, strategic, and sustaining. To efficiently guide our efforts, we've assembled these insights into what we call the Xcelleration Framework:

Tactical Profit Lever Areas:

Prospect Attraction involves pre-sale activities such as advertising, promotion, prospecting, lead generation, prospect cultivation and education, etc.

Customer Acquisition involves point-of-sale activities such as closing or conversion, pricing and discounting, cross-selling and up-selling, etc.

Customer Leverage involves post-sale activities such as repeat purchasing, referrals, word-of-mouth, partnerships and co-marketing, etc.

Strategic Profit Lever Areas:

Strategy Articulation involves prioritizing key decision criteria and prospect values, feature/benefit translation, developing and using compelling strategy stories, etc. 

Market Targeting involves defining markets, developing segmentation schemas, segment evaluation and selection, persona development, etc.

Market Insights involves conducting segment research and discovery, gathering competitive intelligence, developing actionable insights, etc.

Meaningful Innovation involves identifying meaningful competitive gaps and relevant points of differentiation, addressing the latent needs of the segments, etc.

Sustaining Profit Lever Areas:

Resource Alignment involves prioritizing activities and expenses, aligning organizational structures and human resources, eliminating unproductive expenses, etc.

Business Processes involves developing repeatable operating-procedures, implementing scalable hard and soft systems, identifying automation opportunities, etc.

Employee Education involves assessing the capabilities and knowledge of staff members, identifying educational needs and gaps, implementing training programs, etc.