Скачать или смотреть OWP Lausanne 2025: Insight Session Day 4 with Salvatore Cantale

What drives growth and profitability? It’s the million-dollar question. Weighing in on Thursday at Orchestrating Winning Performance (OWP) in Lausanne, was Salvatore Cantale, Professor of Finance at IMD.

Determining the best strategy for your organization hinges on two things, he told participants: your capacity to focus on what truly differentiates you and your business. And how far you are willing to go: the extraordinary measures you’re willing to take both to fix and sustain your core, while stretching towards new opportunities or horizons.

Cantale shared his analysis of 7000+ company annual reports between 2019 and 2024. Over those five years, just 390 organization, 5% or so, sustained performance both in growth and profitability. Crunching the data, he found that these companies had some critical factors in common, among them:

🛑 They were far more likely to stop non-performing initiatives.
🔄 They were 13% more likely to pivot on customer promise, and willing to change business models and ecosystems where necessary.
🎯 Customers’ willingness to pay was 45% more tied to “differentiation” than “uniqueness.”

“These high growth and high profitability actors are faster at doubling down on what’s working and what differentiates them, and more willing to drop what doesn’t work. They are also customer-focused, and ready to pivot, to change business models, structure, ecosystems and processes to align with customer needs,” said Cantale. “They’re also highly disciplined about their growth strategy, and not just about costs!”

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