Strategy Driven

JANUARY 31, 2017

Real-time, human support is now one of the most sought-after features for any B2B and B2C website owner, and if it isn’t a given in your industry, I assure you it will be soon! Many online retailers are also starting to use a co-browsing function. Don’t Leave it to the Machines! Photo courtesy of Pexels.

Tips 50

Tips B2C B2B FAQ 50

Strategy Driven

APRIL 10, 2019

For example, if you run an agricultural business and your customers are interested in purchasing wetting agent chemicals, private label products allow you to focus your efforts on marketing while ensuring your customers receive top-quality goods from a more specialized manufacturer. Reduced Unit Costs. Unit cost is very important.

Productivity 50

Productivity Products Brand B2C 50

Harvard Business Review

DECEMBER 24, 2015

But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation. Instead of ignoring social efforts, they need to engage.

B2B 8

B2B Media B2C Marketing 8

Eric Jacobson

MARCH 18, 2013

Here are his answers : Question : When you consider all the Business-To-Consumer (B2C) companies in the U.S., Question : For readers who lead Business-To-Business (B2B) companies, my sense is that some will think this book is not for them because they don't deal with the consumer or aren't in retail. And honestly, it's about time.

B2B 55

B2B B2C Technology CRM 55

Strategy Driven

JUNE 9, 2014

The internet and its immediate access to any information – including one’s reputation – the economy, Google and online searchability in general, social media, smart phones, one-click buying, Amazon feedback and other ratings sites, and smarter customers and consumers both B2B and B2C. The NEW big picture of selling is quite simple.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Harvard Business Review

JULY 31, 2014

Consider Adobe’s new content-marketing strategy. They saw that although online retailers were putting up fancy websites, the companies weren’t connecting their accumulated consumer data to the pages in order to drive sales. Adobe then went on a content-marketing spree. Retailers were all ears. Marketing'

Content 8

Content Marketing B2C Early Adopters 8

Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Marketing 8

Marketing Guidelines B2C Analysis 8

Harvard Business Review

JANUARY 3, 2011

As retailers tally up sales from the crucial holiday period, the early returns look good: spending rebounded in 2010, with MasterCard reporting a 5.5 But even as Americans embrace e-commerce, physical retailers still provide a valuable service — and I've been thinking about a new system that would allow them to better compete.

Price 14

Price Retail Strategy Discount 14

Harvard Business Review

SEPTEMBER 25, 2018

When companies expand into foreign markets, they need to gain the trust of local business partners and prospective customers in order to succeed. Both of these approaches, however, are time-intensive, requiring executives to spend weeks or months in foreign markets. William Andrew/Getty Images.

Influence 8

Influence B2B Globalization Webinar 8

Harvard Business Review

FEBRUARY 7, 2014

But with most B2B and B2C organizations using virtually the same branding tools, they’re arguably seeing less advantage as a result of their efforts — if they’re realizing any advantage at all. Advertising Branding Marketing' If you do not have an audio brand, the time is now to get started.

Brand 8

Brand Advertising B2C B2B 8

Harvard Business Review

MAY 9, 2012

Most customers now ignore targeted marketing campaigns, avoid responding to offers, and provide minimal feedback when asked. Channel refers to the means of engagement: face-to-face, retail, mobile, social, web, kiosk, virtual, and video. New models of engagement herald the death of B2B and B2C.

B2C 14

B2C Early Adopters B2B How To 14

Harvard Business Review

DECEMBER 23, 2016

In this environment, a new 4G only player has entered in 2016 with an initial investment of $20 billion in network and market infrastructure. It is very likely that future top retailers in many categories will be e-commerce companies, not big-box chains. Nimble companies and organizations will stand to gain by this unique opportunity.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8

Harvard Business Review

JUNE 12, 2018

Companies in multiple industries are already altering their approaches in changing urban markets. The ability to use data effectively will become a source of competitive advantage, with retailers and other types of companies using this information to fine-tune their location decisions. How Do We Need to Adapt Our Current Offerings?

Real Estate 8

Real Estate Company Transportation B2C 8

Harvard Business Review

MARCH 17, 2016

Don’t engage in over-the-top discounting that trains customers, both in B2C and B2B markets, to buy cleverly on price and price alone. It also determines which market segments the company will serve and what channels it will use to reach them. Honda once dominated the motorbike market in Vietnam, with a share of 90%.

Price 8

Price Airlines Govindarajan Advertising 8

Harvard Business Review

SEPTEMBER 21, 2011

Amazon, and eBay in B2C commerce and Covisint and GS1 in B2B. A brand also has to be aligned with the market profile of the consumer segment. Many companies forget to align customer service with the brand proposition for the targeted market segment. Think of Yahoo!, Once again, too many CEOs are hesitating.

Brand 11

Brand B2C Market Segmentation Travel 11

Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. Companies like Salesforce.com, Philips, and Oracle have appointed chief customer officers, while many other B2B players have embarked on enterprise-wide efforts to improve their marketing, sales, and support interactions.

B2B 14

B2B Airlines Travel Stage-Gate 14

Harvard Business Review

OCTOBER 21, 2013

The beauty of these vans, and the reason I believe they’ve been dreamt up by managers in very different businesses, is that they perform a wide variety of marketing functions. The social media channel was another source of feedback to help Cisco hone its marketing messages. Customer service Marketing Sales'

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

SEPTEMBER 22, 2011

Phones4U, a UK mobile phone retailer, announced a big increase in the weight of Net Promoter scores in its frontline pay plan. Bain research shows that leading companies can achieve 60% or better response rates in B2B companies and 30% or more in most B2C situations. One direct marketer learned this the hard way.

Incentives 10

Incentives Sample Customer Loyalty Metrics 10

Harvard Business Review

DECEMBER 18, 2017

In the age before the digital revolution, marketers used to tell customers about a product and then work through a traditional step-by-step purchase funnel. The lessons from the fans of Real Madrid, FOX Sports, and NASCAR are relevant across many industries, including consumer packaged goods, retail, and automotive.

Sports 8

Sports Brand Content Industry 8

Harvard Business Review

MAY 6, 2013

You must move from B2C to B2B, or vice versa. Barnes & Noble can serve as an example for every retailer trying to master the multi-channel strategy as they meld their online, mobile, and physical presence. In clinging to the status quo, they fail to adapt to the rapidly changing market and the evolving demands of the customer.

Disruptive Innovation 8

Disruptive Innovation Hotels B2C Price 8

Harvard Business Review

OCTOBER 27, 2015

” The proposal is to create a “Digital Single Market” in the EU. The goal of the Digital Single Market is an ambitious one: to deliver by the end of 2016 the equivalent of US$ 471 billion per year to the regional economy and 3.8 The EC’s pronouncements signal the beginnings of a “Digital Maastricht Treaty.”

Crisis 8

Crisis McKinsey Policies Globalization 8

Harvard Business Review

NOVEMBER 19, 2013

They pay upwards of $300K to $1 million to consultancy firms that conduct market analyses and in-depth need-finding, identify new opportunities, generate promising ideas, and, often, develop ideas into working prototypes. The client company then refines these concepts and prototypes and takes them to market. A Different Approach.

Innovation 8

Innovation Company Entrepreneur Constraint 8