Amazon’s mission: be the “Earth’s most customer-centric company”. And, they increasingly are! Your firm can grow faster and more profitably through next-level, customer centricity. How? Make sure all employees can answer and act on the following questions. Continue reading 117. Customer Centricity Quiz
Millennials are presently: 20-36 years old; involved in 85% of B2B purchases; the final buying authority 35% of the time, and will be growing past 50% by 2020. Their Amazon (AMZ) phone app is (statistically) their most valued and frequently used. They want their Amazon B2C buying experience at the office. AMZ owns your Next Generation Customers (NGCs)
Reps, Distributors, Master Wholesalers, Manufacturers: will you ally to be first with solutions for your NGCs needs? Continue reading 115. Selling Millennial – B2B, Self-Serve, Digital Buyers
Millennials are now: 19-36; glued to their smartphones; overwhelmingly Amazon Prime Members; and rating their Amazon App as most valuable and frequently used.
They want their Amazon B2C shopping experience on the job. 73% of all present, B2B buying decisions involve a millennial. 33% of final purchasing decisions are made by a millennial (and climbing!).
Whoever controls Millennials’ digital shopping journeys in 2021 can capture and monetize their clickstream data. Will all verticals that sell anything to Millennials be paying advertising fees to AMZ? Recent news suggests: not without a battle for eyes. Continue reading 112. Investment News for Winning at Cloud Ecommerce in 2021
B2B Cloud Commerce will be shaking business models in most channels by 2021. But, many distributors can only fine tune their past. Why? Check the fuzz factor on these four vitals: vision; strategy; innovation metrics; and can-do culture.
What would employees think if you told them that: Continue reading 111. Re-Tune Your Vision, Strategy, Analytics, and Culture
In April 2015, Forrester Research estimated that one million B2B reps would be toast by 2020 due to digital disruption. They solidified this forecast in a subsequent March 2017 report. The findings were perhaps hyped in order to sell reports, but they are still a helpful warning to undertake an actionable assessment of your reps’ readiness for cloud commerce in 2020 and beyond.
How? Consider viewing your reps through the following analytical lenses to create questions for further investigation. Continue reading 106. Customer-Centric Sales Force Reinvention
Amazon (AMZ) is building out the first value channel from end-users back to factories. And of course, this channel is a cloud-based digital channel. The customer-centric channel is comprised of 10+ intersecting, reinforcing, winner-take-all platforms starting with the 60MM Prime members in the U.S. (100MM+ worldwide). This monopoly capability will allow AMZ to sell into, and/or collect fees from, all verticals that sell anything to Prime members.
This cloud-based value channel has breakthrough advantages over legacy, product-push channel players. Hence, there is insane loyalty from Prime members and astronomical sales growth. Continue reading 104. Innovation Two-Step: Core Renewal and a Cloud-Based Value-Channel