Digitizing both sides of the P&L

Author: Asif Khan

“...platform businesses, from [taxis to hotels and more], whose spectacular growth, abruptly upended their industries.”  - Harvard Business Review, April 2016

Digital disruption is here. We can choose to ignore it or choose to embrace it; either way it’s impacting us all. Today, the speed of developments in disruptive technologies has a major influence on organisations globally and this is taking place at an exponential rate rather than a linear pace. Such examples include; Uber, Airbnb, Facebook & Apple all of whom who have disrupted their industries by storm. Albeit, these examples pertain to the realm of Business-to-Consumer (B2C), Business-to-Business (B2B) entities are also now being forced to rethink and to reinvent their business models to get the most out of their organisation due to disruption in their respective industries. This implementation of digital transformation has begun in two key areas of B2B; Increasing revenue and profits (Sales) and reducing operational costs (Procurement).

Why are B2B services not free?

Author: Martin Kelly, CEO INNOVO

One of the most remarkable trends in B2C industries in the last 10 years is the increasing offer of more services for free. Why is this? How are these services financed? Why do B2B industries stick to traditional ‘paid for’ pricing models.

Are bad manners, rather than bad marketing, costing you business?

Author: Mark Kusionowicz

A few days ago I was contacted by a recruitment consultant via a LinkedIn message. He wanted to discuss an opportunity with me and gave a brief outline. I am not looking for a new job, but it was interesting and in a market area that meant I might be able to refer someone from my network even if it was not suitable for myself, so I responded positively.

With a couple of further messages back and forth we agreed a time of day and the number he could call me on. He didn’t. At the end of that day I messaged him to say he obviously had had a problem or clash, so I would make myself available the next day. Silence.

Why no simple response, even if it was “something’s changed, can we cancel our discussion?” - i.e. good manners.

Fast free access to cash for UK businesses

Author: Martin Kelly, CEO INNOVO

This has to be one of the greatest secrets in business in the UK: free access to cash for businesses and it comes from the Government - fast! Many innovative businesses have to raise investment or get a loan to expand. Yet the vast majority are completely unaware of the availability of fast free cash directly from the Government for developing their innovative business!

The benefits of 'chipping-in'

Author: Asif Khan

The opportunity to increase profits through more effective purchasing is a lone Business Dogma that has largely been overlooked

I always remember growing up buying particular products with friends because a) I couldn’t afford to purchase the product on my own and b) I would get a better deal due to multibuys/better discount. Now of course, this didn’t always apply for everything I wanted to buy, but on items such as protein powder it would…. and …. still works very well. By ‘chipping-in’ with my friends I would get the same or even, on some occasions, a better product for a lower price than if I was to have bought the product individually. Today this movement for know-how shoppers of pooling their buying power is definitely on the rise in the consumer world.

Uber-type platform expands procurement functions

 Author: Martin Kelly, CEO, INNOVO

Disruptive platforms like Apple, AirBnB and Uber have revolutionised B2C industries. Apple’s App Store is a platform which has opened up vast new horizons for software engineers to become App Developers. In 2015, there were 1.4 million Apps on the Apple platform which had cumulatively generated $25 billion for App Developers.

Mutuality in buyer-supplier relations - more Dalai Lama, less Rambo!


Author: Mark Kusionowicz

We Brits often chuckle smugly at our American cousins, especially the politicians and business consultants, for their habit of creating new ‘gobbledegook’ words at the drop of a hat, rather than using perfectly understandable (our opinion) terms already in the dictionary. It was in this vein, therefore, that I questioned the use by INNOVO’s CMO Mark West, an American, of the word “adversarialism” to describe the traditional relationship between buyer and supplier.

Platform Revolution in the Consulting Industry

 Author: Martin Kelly, CEO, INNOVO

In 2013, the consulting industry itself was declared to be on the “cusp of disruption, according to Clayton M. Christensen, Wang and van Bever.[1] They pointed out that “Management consulting’s fundamental business model has not changed in more than 100 years” and that “disruption is inevitable.”

Challenging Bully-Boy Tactics

Author: Asif Khan

 “Alone we can do so little; together we can do so much” (Helen Keller)

According to economic growth theory when a company grows in size it should have a better chance in decreasing its costs whilst increasing its own production or what is also known as realisation of Economies of Scale.

Yet, many large organisations today are guilty of new ‘bully-boy tactics’ by demanding price reductions.  

The big bang of the platform revolution

 Author: Martin Kelly, CEO, INNOVO

 We have seen companies like AirBnB, Facebook, Google and Uber grow unbelievably quickly. How have they done this?

 “In 2015, Uber the world’s biggest taxi company owns no vehicles, Facebook the world’s most popular media owner creates no content, Alibaba the most valuable retailer has no inventory, and AirBnB the world’s largest hotelier owns no real estate.”  Tom Goodwin, Sr. VP of Strategy, Havas Media

Sales & Marketing: money well spent or money down the drain?

Author: Asif Khan

“Every year billions and billions of people are bombarded with sales calls, advertising etc., and every day billions and billions of pounds are wasted in failed sales and marketing costs in order to win a new customer” (Martin Kelly, CEO of INNOVO)

Each year, Marketing Departments across their respective industries receive some form of push back on their budgeting plans from their CEOs and CFOs. They dissect each section of the marketing’s construct and render the Marketing Department to justify every penny put towards their budget is money well worth spent or money down the drain. 

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