Insights - Archive
FIVE WAYS THAT B2B BRANDS BUILD RELEVANCE DIFFERENTLY THAN B2C BRANDS
The sixth annual Prophet Brand Relevance Index®, which studied 228 brands among 13,000 consumers, reveals how brands that rely heavily on serving B2B customers build relevance differently than brands that focus only on B2C customers.
As part of the study, we compared 57 brands with significant B2B businesses such as Amazon, General Electric, FedEx and IBM with 171 pure B2C brands such as Lego, Peloton, Netflix and Etsy.
When we analyzed the drivers of customer centricity and pragmatism, key differences appeared.
B2B COMPANIES AREN’T DIGITAL LAGGARDS ANYMORE
New research shows B2B companies are on par with their B2C counterparts and should look to B2B digital leaders for best practices. This new report, The 2020 State of Digital Transformation in B2B, shows that B2B companies are on par with their B2C counterparts across five stages of digital maturity. This work is based on a comparison of 170 B2B companies with 238 B2C organizations and 160 B2B2C firms.
WHY IS DIGITAL TRANSFORMATION SO HARD? - EUROPEAN BUSINESS REVIEW
Research undertaken by MIT, McKinsey, Accenture, Altimeter, BCG, Forrester and Gardiner indicate that actively managing the multifaceted aspects of organisational change across the enterprise is the path forward for transformation leaders. Active management requires moving beyond treating transformation as a set of independent, technology-adoption initiatives by thinking about it as a comprehensive change-management undertaking.
BENCHMARK DIGITAL MATURITY TO ACCELERATE GROWTH - BIZTECH ASIA
A new study of 170 senior B2B transformation leaders and C-suite executives by Altimeter@Prophet reveals that a given B2B company’s Covid-19 response and their level of digital maturity are the most important drivers of their digital investment priorities, ways of working and initiatives in 2020.
MAKE THE SHIFT TO DIGITAL SELLING IN B2B - QUALITY DIGEST
A new, digital era of B2B sales and marketing is upon us. Taking advantage of this shift requires moving from deeply embedded B2B sales and marketing models to data-driven, digitally powered partnerships between sales, marketing and analytics.
RESILIENT COMPANIES DRIVE DIGITAL TRANSFORMATION - INDIAN MANAGEMENT
Cover article in Indian Management Journal describes three digital shifts companies can undertake to build resilience and use technology, data and analytics to deliver long-term customer value
THE STATE OF AI-DRIVEN DIGITAL TRANSFORMATION -INSEAD KNOWLEDGE
The big question: How can AI be applied in the digital transformation process? We are now in the age of implementation: Entrepreneurs, product managers and engineers need to transform ai algorithms into successful businesses. AI expert Kai-Fu Lee says, “Implementation is what makes academic advances meaningful and what will truly end up changing the fabric of our daily lives.”
HOW TO HIT B2B DIGI TRANSFORMATION GOALS IN THE NEW NORMAL
In uncertain times and with limited resources, big bets should take a back burner in favor of opportunities with the greatest potential to deliver measurable results more quickly with less risk.
BUILDING DIGITAL RESILIENCE AROUND THE CUSTOMER -INSEAD KNOWLEDGE
Resilient businesses use digital technologies, data and analytics to create long-term customer value. The ongoing crisis has both brought digital resilience to the forefront and broadened its meaning. In building resilience, the customer-centric perspective is critical. Only companies that leverage digital technologies and data to engage with customers more effectively, enrich customer experiences or offer innovative customer-centric business models will create long-term growth.
WHY MOST DIGITAL TRANSFORMATIONS FAIL AND HOW TO FIX THEM 1:30 min
Fred and Joerg agree that B2B leaders must address the biggest barriers to digital transformation by fostering customer centricity, enabling employees and making more effective use of customer data.
SOCIAL DISTANCING DOESN’T HAVE TO DISRUPT B2B SELLING
Firms reluctant to make the shift to digital selling are finding that their hands are being forced as social distancing makes traditional interactions between suppliers and customers impossible.
B2B COMPANIES NEED SMART DATA NOT BIG DATA
Access to big data has arrived in B2B but companies need a data strategy to turn it into a smart, effective tool for digital transformation
B2C IS NOT A MODEL FOR B2B DIGITAL TRANSFORMATION SUCCESS
It’s time to dispel the myth that what works in B2C will work in B2B when it comes to successfully leading digital transformation. Success in B2B relies on navigating complex value chains and addressing the disparate needs of multiple commercial decision makers and decision influencers.
TOP MISTAKES TO AVOID IN B2B DIGITAL TRANSFORMATION
Keep transformation on track by focusing on four keys to success in achieving digital goals.
HOW CORPORATES CAN LEVERAGE START-UPS AGAINST COVID-19 - INSEAD KNOWLEDGE
For many start-ups, public-sector partnerships can fill the funding gap created by cautious investors in uncertain times. Many start-ups are seeing a drop in valuations. But the top start-ups, approximately 30,000 companies, are not in need of cash. They can shift quickly to the changes generated by the pandemic. They are ideally positioned to partner with incumbents in need of innovative help.
FIVE WAYS DIGITAL IS REINVENTING B2B SELLING 3:20 min
The impact of data and technology on B2B selling transformational. The most evolved B2B companies are reinventing the way they sell and finding ways to increase growth dramatically. But many B2B companies are still struggling to find the best path to modernize selling to accelerate growth.
