The Definitive Guide to B2B Digital Transformation How to Drive Uncommon Growth by Prioritizing Customers over Technology |
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| Author:
| Geyer, Fred
Niessing, Joerg |
| ISBN: | 978-1-7342969-0-7 |
| Publication Date: | May 2020 |
| Publisher: | Frederick Geyer
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| Book Format: | Ebook |
| List Price: | Contact Supplier contact
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Book Description:
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Sustained, profitable growth is increasingly uncommon for B2B companies as they face changing market dynamics and the threat of digital disruption. This book guides B2B leaders along a step by step path to uncommon growth through three transformative shifts: The Digital Selling Shift to digital demand generation, The Digital Customer Experience Makeover to digital customer engagement, The Digital Proposition Pivot to data-powered, digital solutions. Rich case studies from Maersk,...
More DescriptionSustained, profitable growth is increasingly uncommon for B2B companies as they face changing market dynamics and the threat of digital disruption. This book guides B2B leaders along a step by step path to uncommon growth through three transformative shifts: The Digital Selling Shift to digital demand generation, The Digital Customer Experience Makeover to digital customer engagement, The Digital Proposition Pivot to data-powered, digital solutions. Rich case studies from Maersk, Michelin, Adobe, and Air Liquide with best practices from IBM, Salesforce.com, Thyssen Krupp, and scores of leading B2B companies illustrate how putting customers at the heart of digital transformation drives uncommon growth.Fred and Joerg map the route from customer insight to in-market implementation for each transformational shift in four steps: Where to Play - Identify top customer growth opportunities, How to Win - Build the strategy to win customer preference, What to Do - Effectively deliver the strategy, Who is Needed - Assemble the team to make it happenThe two biggest barriers to successful digital transformation, effectively using customer data and enabling employees, are addressed by outlining a clear path to navigate forward based on best practices from other leading companies.The guide has won rave reviews from B2B leaders including Vincent Clerc - CEO of Maersk Ocean and Logistics, Hugh Frater - CEO of Fannie Mae, Lindy Hood - Chief Customer Experience Officer at Zurich Financial North America, David Aaker - renowned marketing expert and best-selling author, Dr. Hans Brzoska - Chairman of the Board of Management at Jungheinrich A.G.