As the Internet of Things (IoT) creates a world of connected devices, it also opens up possibilities to reframe established business models to deliver more customer value and more profitability. This offers companies disruptive opportunities.
Growth & Innovation, Marketing, Pricing, Strategic Marketing, Product Management, Strategic Planning, Strategy Development, Corporate Strategy, Operations, Information Technology, IT Security
We are in the midst of the inescapable growth spurt of the internet of things (IoT) and the industrial internet of things (IIoT). One estimate puts the number of all globally connected devices at 8.4 billion, one-third of which are business and industrial products.
Growth & Innovation, Research & Development, Research, Innovation, Operations, Information Technology
Germany and the U.S. continue to drive innovation around the Industrial Internet. The two countries are economic powerhouses and they are keenly aware of the importance of internet connectivity for business applications. Yet their approaches to harnessing it differ, as I documented in a 2015 report. What’s changed since then?
Manufacturers share leads with their distributors using a variety of active and passive approaches. However, once those leads leave their hands, very few know how they’re handled. How big is the problem?
Growth & Innovation, Marketing, Marketing Communications, Digital Marketing, Lead & Demand Generation, Strategic Marketing, Channel Management
Suppliers provide a variety of content to their channel partners to support growth efforts. However, not all content is created equal. Content that speaks more directly to value (e.g., customer case studies) is more effective at generating leads than content that focuses on technical specifications (e.g., spec sheets, product catalogs).
Growth & Innovation, Customer Experience, Voice of the Customer, Marketing, Customer Segmentation, Strategic Marketing, Research & Development, Product Development
If you’re a B2B manufacturer, compared to your B2C counterparts, your customers probably have more knowledge, interest, objectivity, and foresight, and there are fewer of them. For example, B2B customers can usually give you more insight into their desired outcomes.
Business leaders and their staff give plenty of presentations—it’s part of the job. But each time we take the podium or floor in a meeting, we are judged for our performance. And it turns out that executives are stuck between a rock and a hard place.