B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship (Anglais) Relié – 14 octobre 2013
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Description du produit
Présentation de l'éditeur
Biographie de l'auteur
J.B. Wood is president and CEO of the Technology Services Industry Association (TSIA). He is a frequent industry speaker and author of "Complexity Avalanche" (2009), co-author with Todd Hewlin and Thomas Lah of "Consumption Economics" (2011), and has appeared in "Fortune," "The New York Times," "The Wall Street Journal," and other leading publications. He was formerly the CEO of Prognostics and executive vice president of InsightExpress.
Todd Hewlin is managing director of TCG Advisors, a Silicon Valley consulting firm. Previously a partner at McKinsey and a senior executive at Symbol Technologies, he is regularly found in the boardroom of public and private technology leaders advising them on growth strategy and business transformation. His articles have been published in the "Harvard Business Review" and "McKinsey Quarterly."
Thomas Lah is executive director of the Technology Services Industry Association (TSIA). Since 1996, he has helped a broad range of companies establish or improve their professional services organizations and is known worldwide for his incisive analysis, strategic thinking, and creative solutions.
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It’s a must read for customers who have been buying expensive products, paying yearly recurring support contracts, and only consuming fraction of the what they have bought from their suppliers. Think MS Office: Almost 9 products in one bundle but how many of the office suite product a power user consumes for the paid license that has all (Most likely Powerpoint and Word and Excel but what about OneNote, Publisher, Infopath etc ).
In a data driven world, it is unacceptable for networks to not know what applications are running , how much bandwidth they are consuming, and who is using them for what purpose.
It will be a 3-5 year journey when B4B model will become mature but we are seeing the early signs and trends. Smart supplier are acknowledging Outcome based services to ease their customer first and stitching their current individual offers to make it look at One-Offer. It’s a good but challenging start.
Buy the Kindle version and read it on your next flight....it's worth it.