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B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship (Anglais) Relié – 14 octobre 2013


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B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship + Consumption Economics: The New Rules of Tech
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Détails sur le produit

  • Relié: 240 pages
  • Editeur : Point B, Inc (14 octobre 2013)
  • Langue : Anglais
  • ISBN-10: 0986046205
  • ISBN-13: 978-0986046209
  • Dimensions du produit: 15,2 x 1,9 x 22,9 cm
  • Moyenne des commentaires client : 4.5 étoiles sur 5  Voir tous les commentaires (2 commentaires client)
  • Classement des meilleures ventes d'Amazon: 38.220 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
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4.5 étoiles sur 5
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Par Floris le 18 juin 2014
Format: Format Kindle Achat vérifié
Nice book, re-visiting the sales relationship model between producer and consumers. interesting perpsective for people in IT/complex product business and looking to change with the market transition open by new technologies.
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Format: Relié Achat vérifié
Very good book for those who are dealing with product attached services.

Revolution of the Internet and Outcome based services are key there
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Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: 34 commentaires
9 internautes sur 9 ont trouvé ce commentaire utile 
Roadmap for Services Transformation, is it really time to change your go to market strategy? 28 octobre 2013
Par Steve - Publié sur Amazon.com
Format: Relié
I would highly recommend B4B to anyone who has woken up in the past 5 years and thought to themselves, "what can I do to change my declining revenues, stop cutting my workforce, and seeing my hardware margins continue to drop." B4B tells a phenomenal story of National Cash Registers (NCRs) creation of the B2B business model that has shaped Corporate America for over 125 years, and why it is finally time to adjust our corporate structure and go to market strategies to allow for what our customers are really asking....don't sell something to me, do something for me! Help me with my outcomes, be involved not just at the beginning of the sale, but stay engaged and earn my business for life. Not only does this book do a great job educating you on where we came from, but most important, what steps need to be taken to start a path to where we are headed.
5 internautes sur 6 ont trouvé ce commentaire utile 
It all makes perfect sense 7 novembre 2013
Par George A. Humphrey - Publié sur Amazon.com
Format: Relié
First let me start my review by saying I'm not a book reader. Though I haven't been officially diagnosed, I'm pretty sure I have a severe case of self inflicted ADD. I can read full blogs about technology. I can get through online or offline magazine articles if the topic really interests me. I can't read books. One chapter if I'm lucky. HOWEVER - this book I couldn't put down. The authors masterfully explain the massive transformation underway within the tech market in a clear, concise approach. JB Wood, Todd Hewlin and Thomas Lah have laid out the evolution of a business world focused on technology boxes and widgets full of features to one focused on the outcomes expected by businesses consuming this technology. So many senior executives of tech companies of all sizes find themselves struggling to obtain growth in their hardware and software businesses. This book takes you on a journey of how todays technology economic engines were formed, it also explains why the world had rapidly started to change. Chapter by chapter the authors talk through how tech focused companies can transform themselves from traditional tech suppliers to outcome based, service centric, future proof players. I highly, highly recommend this book to any tech executive looking to take your company to the next level.
5 internautes sur 6 ont trouvé ce commentaire utile 
Required Reading for Tech Company Execs 29 octobre 2013
Par Trisha B - Publié sur Amazon.com
Format: Relié
B4B is a must read for senior executives at technology companies who are ready to confront the sea change that's happening in our industry. Companies who are willing to step up and address the upheaval of the traditional business and financial models that are playing out across our industry are the ones who stand the best chance to come out the other side of the cloud transition in tact. In its sharks vs. flounder discussion, B4B clearly articulates the impact of the brutal financial transition facing virtually all tech companies. Even more importantly, the book lays out the frameworks for how to successfully transition a tech company from current state to one focused on delivering measurable customer outcomes. Highly recommended for anyone who wants to be part of defining what success looks like for the next 100 years of tech and/or anyone wanting to better understand the harsh realities of what is happening in the tech industry today.
3 internautes sur 3 ont trouvé ce commentaire utile 
Rehash of Consumption Economics... 11 février 2014
Par J. Rillera - Publié sur Amazon.com
Format: Relié Achat vérifié
I work for a cloud services organization in a well known high tech company. I manage a team of adoption specialists and we did a book club as a team and reviewed it. Basically I found B4B to be a rehash of consumption econ. Not a lot of "new" thought leadership in B4B.

If you are new to the cloud based business, you will find this book VERY enlightening. However, for those who do this for a living will find this cloud consumption 101.
4 internautes sur 5 ont trouvé ce commentaire utile 
New Sales Models for a New Outcome Based World 29 octobre 2013
Par Diane Brundage - Publié sur Amazon.com
Format: Relié
B4B provides a clear view of the changing dynamics in the marketplace and what the future may hold with outcome based businesses. As a sales professional, the section focused specifically on the transition to a new sales model where sales works to help customers capture the maximum amount of value from an advanced technology in a minimum amount of time was particularly intriguing. This new model requires not only understanding the customer’s business challenges, but working with them to accelerate the business outcomes and being rewarded for those outcomes. Land + Expand Selling – is our future success as a vendor and as a customer.
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