Category Archives: Big Data

164. Cool Digital Tools Aren’t A Profit-Growth Strategy

2020 Companies, Big Data, Core Renewal, Distribution Strategy, Index, Service Value Innovation Guidelines, Supply Chain Partners, WayPoint Analytics

Two Digital Selling Tool Paths

  • Invest in better digital selling tools for all customers to (hopefully) use.  
  • Visit your most net-profitable customers to identify their buying journey pain-points to remove with digital solutions.    

Here are two contrasting case studies. Which one is a focused, profitable-growth strategy?

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162. Your Coach for Mastering E-Skills?

2020 Companies, AmazonBusiness, Big Data, Core Renewal, Distribution Strategy, Index, LIPA, Service Value Innovation Guidelines, WayPoint Analytics

THE AMBITIOUS HAVE COACHES!

Many big-time jocks have personal coaches and analytics services. (Coaches for executives use 360-feedback surveys).

Most pro sports teams now invest in high-speed video, stats, and development coaches – for all players. Veteran starters with contracts often decline the help (why mess with success?), but rookies (and little leaguers) are devouring video-based analysis. The underlying goal is fast-as-possible “mastery”.   

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161. How Digital Disruptors (Will) Skim Distributor Sales

2020 Companies, AmazonBusiness, Big Data, Distribution Industry Sales, Index, Line Item Profit Analytics, LIPA, Profit Analytics, WayPoint Analytics

Digital-Disruptors are Multiplying!

Today: digital disruptors are attacking most industries. In ’95, a few startups invaded easiest B2C product categories with their own homemade digital tools. Today, raiders are targeting every “buying-journey experience” with off-the-shelf digital tools from cloud providers. Barriers to buying-journey innovation have fallen for both startups and your firm.  

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160. Baseball’s Player-Development Analytics v. Yours

2020 Companies, Big Data, Index, Line Item Profit Analytics, LIPA, Profit Analytics, WayPoint Analytics

New Book: The MVP Machine

Read the rave reviews for this just-out book at Amazon. Baseball fans will love it. Non-fans, who are trying to “upskill or re-skill” employees, can glean value by skimming it.

“MVP” details the third phase of the analytics revolution sweeping pro baseball. In Phase-One (detailed in “Moneyball”), teams used analytics to draft and trade under-valued players. Others got wise, copied and zeroed out that edge.    

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158. Skills for Partnering Gazelle Accounts

Big Data, Cost-to-Serve Math, Distribution Strategy, Index, Line Item Profit Analytics, LIPA, WayPoint Analytics

Net-Profit Gazelles?

Amongst your most net-profitable accounts, find the ones that have also been growing their sales, margin, and profit dollars fastest (year-over-year). These are “Gazelles”. Partner them better to increase your odds that they will continue to grow you for years.

Skills for Better Partnering?

Reps can’t do partnering on their own. Bigs typically herd reps into seeing buyers in silos with narrow agendas and metrics (like “price”). You must pitch the customer honcho who can see and change the overall procurement process.  

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