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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.

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. 

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.

A B2B on-line market place - isn't it obvious?

 

Author: Mike Glover

Nowadays, it is becoming increasingly common for individual consumers to buy on-line - replacing the need to physically visit a store to purchase something, and avoiding all the hassle that goes with a typical shopping experience

Surely everyone would agree that it is much more convenient to buy on-line? You can do it from your own armchair for a start; there is plenty of choice; an almost limitless range of goods; you can do it at any time that suits you; and you normally get a good deal (often better than you would get if you went to the store itself even when there is a "Sale" on).

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.

Selling is Dead


Guest Blog: Wim De Maeyer, ISB Global

 

Long live Self-Serve Sales!

As consumers, we follow a simple and effective process to obtain information, compare products, check their price and get a freebie test drive. We self-serve. So why aren’t we doing the same in B2B ? Not yet, but in a world of unlimited information sharing, things are changing…

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.

5 things you must change in your marketing

Author: Mark Kusionowicz

I recently came across yet another study that served to question the way we currently go about B2B sales and marketing. According to research carried by marketing service provider Constant Contact with their client base of small to medium businesses, 90% of most business comes from current or returning customers. In itself I didn't find that surprising - but the study went on to say that up to 90% of the business that comes from new customers is the result of ‘word of mouth’ referrals, so 10% of new business, or a measly 1% of overall business, comes from brand new prospects acquired through new business sales and marketing programmes.

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