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Our Perspective

What this means for leaders navigating growth, change or transformation in their organisation.

The Real Risk

When organisations grow by adding products, the instinct is to find one line and repeat it everywhere. It feels tidy, yet it quietly erases the distinct roles each product plays, creating blurred priorities and slow decisions. Sameness isn’t coherence. Coherence is a throughline of intent that helps leaders decide where to play, what to build, and how to show up in market. That’s why consistency still matters, but at the level of purpose rather than wording. Forrester notes that in North America, 17% of business buyers view consistency as the single most important driver of trust — a small but pointed reminder that buyers use alignment as a credibility test.

Anchor The Core

A practical shift is to anchor every product story to one customer problem your organisation commits to owning. Treat it as a decision lens, not a slogan. It directs portfolio roles, frames trade-offs, and gives teams permission to adapt without drifting. Most organisations we work with find that once the core problem is explicit, portfolio choices become faster and less political.

Codify a simple scaffold and use it everywhere:

• Core problem we own, stated plainly.
• Portfolio promise and roles (flagship, enabler, partner).
• Product chapters that ladder back to the promise.
• Shared language so regions can adapt without changing the point.

Trust You Can See

Trust builds when the market can trace your intent across products, channels, and time. That requires visible proof, not just tidy decks. Make the pattern obvious in how you brief, how you prioritise, and what you publish. Capital One Shopping reports that 61% of consumers are willing to pay more for brands they trust, so the commercial upside of visible coherence is material.

Show coherence with signals buyers can verify:

• Case studies where multiple products solve the same core problem.
• Roadmaps and demos that reference the shared promise.
• Metrics and testimonials tied to the same outcome language.

Get this right and your narrative becomes a reliable compass: it steers choices, earns patience in complex sales, and compounds credibility as your portfolio evolves.

Sources:

• The State Of Global Business Buyer Trust In 2024 — Forrester
• Branding Statistics (2025): Awareness, Recognition & Trends — Capital One Shopping

1. Protecting Brand Coherence Amid Fast Launch Cadences
2. Building Trust: How Brand Promise Shapes Customer Experience
3. Aligning Mission and Revenue: A Guide for Mid-Market Leaders