Tag Archives: b2c ecommerce

How Good Is Your Demand Intelligence?

I was meeting with Martin, the CEO of a fortune 1000 Company.  He talked about sales productivity as a significant opportunity and an area of strategic focus for 2010.  “We have been selling this product for years. Yet, every day is ground hog’s day for our sales reps. What I mean by that is [...]

Customer power

What if you could reduce the cost of marketing while giving customers better access to what they really want? Consumer empowerment requires that companies give up some control over product access, promotions and price in exchange for increased consumer responsiveness. See this Q&A with professor Luc Wathieu, Harvard Business School.