Insights - Archive
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.
AIR ASIA AND MERCK ON BARRIERS TO TRANSFORMATION - B2BDT LEADER SERIES
A session for and with business leaders looking to accelerate growth and digital transformation efforts. Two corporate leaders: Veranita Yosephine @ AirAsia and Steve Vermant @ Merck were interviewed by Professor Joerg Niessing, on challenges and opportunities that organizations face in undertaking transformation on a large scale. The discussion included lessons learned in accelerating forward momentum as well as how 2020 impacted their transformation plans.
They deep dive into insights and first-hand experiences on the roles of employees, technology, data and investments in the digital transformation along with providing expert advice on where to begin and what actions to take to drive your company's digital transformation. Finally, they address the impact of COVID-19 and thoughts on the challenges it poses.
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.
SWISS RE AND UBS ON TRANSFORMATION KEYS TO SUCCESS - B2BDT LEADER SERIES
In the live webinar, Jan Müller from Swiss Re, Johan Jervoe from UBS and Tosson El Noshokaty from Prophet gave exciting insights into the role of employees, technology, data and investments in digital transformation. They were interviewed by Jörg Niessing, Senior Affiliate Professor at INSEAD and co-author of the recently published book “The Definitive Guide to B2B Digital Transformation” .
MAERSK AND ZURICH ON ESSENTIALS TO TRANSFORMATION- B2BDT LEADER SERIES
Panelists Sonny Dahl, Head of Customer Experience at Maersk and Lindy Hood, Head of Customer Experience at Zurich North America and Fred Geyer, Senior Partner at Prophet join Joerg Niessing, professor at INSEAD to discuss How to Win at Digital Transformation in B2B
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
HOW B2BS CAN MAKE THE DIGITAL SELLING SHIFT
Fred talks about making the transformation from classic B2B sales and marketing approaches to modern, integrated digital sales and marketing models that accelerate demand generation and drive customer loyalty. 26:29 min
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.
MAJID AL FUTTAIM HOLDINGS ON LEADING A DATA-DRIVEN TRANSFORMATION - B2BDT LEADER SERIES
We discuss with CEO Alain Bejjani how Majid Al Futtaim (MAF) designed and executed a transformation by pushing for a bottom-up approach to understand how and when data and analytics could help offer integrated customer-centric solutions.
BSH HOME APPLIANCES AND GROWTH SCOUTBEE ON HOW STARTUPS CAN ENABLE CORPORATES TO FIGHT DISRUPTION - B2B LEADER SERIES
Joerg facilitates this webinar with Mario Pieper of BSH Home Appliances and Growth Scoutbee’s Gregor Gimmy and Christian Heinrich about how large enterprises can solve mission-critical problems faster by thoughtfully integrating top startup solutions. They discuss making a shift from early stage incubation to strategies that more systematically integrate top startup solutions via partnerships, licensing and acquisition.
HOW A DIGITAL SELLING SHIFT CAN REBUILD DEMAND DISRUPTED BY COVID-19 19:00 min
Fred shares how B2B companies that embrace digital selling can overcome current barriers to supplier-customer interaction and rebuild demand as economies rebound.
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.
