B4B
Subtitle: how technology and big data are reinventing the customer-supplier relationship
By: J.B. Wood, Todd Hewlin, Thomas Lah
Contributors: Hewlin, Todd; Lah, Thomas E.
Publisher: Point B Inc.
Published: 2013
Place of publication: Ashland, Ohio
Language: eng
Number of pages: 236
ISBN-13: 9780986046216; 9780986046223; 9780986046209
Copyright date: 2013
Subjects: Big data; Customer relations; BUSINESS & ECONOMICS; Industrial Management; Management; Management Science; Organizational Behavior
Other titles: B four B
Description: Industry after industry is becoming technology-driven as software rapidly eats the world. As it spreads, so do complexity and opportunity. There are clear signs that the traditional B2B business model designed 125 years ago as a simple "make, sell, ship" approach for early manufacturing companies is no longer capable of delivering the full potential of high-tech and near-tech solutions. B4B seeks to frame what is possible in an age where suppliers are connected to their customers in real time. The traditional world of B2B was designed to sell things to customers, whereas the new B4B model will be about delivering outcomes for customers. It's a whole new ballgame. Using powerful models and specific examples, B4B envisions a next-generation tech industry where suppliers play an active, ongoing role in helping business customers achieve unparalleled value from their technology investments.
Notes: Includes bibliographical references and index.
Table of contents: title: Copyright; title: Contents; title: Introduction; title: Chapter 1: The Origins of B2B; title: Chapter 2: New Leaders Emerge; title: Chapter 3: Itâ€?s the Outcome!; title: Chapter 4: B4B; title: Chapter 5: Connectedness and the Tower of Power; title: Chapter 6: Capabilities-Led Transformation; title: Chapter 7: Pivot 1: Land + Expand Selling; title: Chapter 8: Pivot 2: Adoption Services; title: Chapter 9: Pivot 3: The Data Handshake; title: Chapter 10: Crossing the Line; title: Epilogue; title: Endnotes; title: Index