Business ecosystem

04
Oct

A growing relevance of KAM across all industries The concept of Key Account Management is by far not new but it is highly relevant to many businesses. The core idea of true KAM is to accelerate the implementation of the company’s strategy by identifying the few Customers with whom it is worth developing a closer relationship, often based on a specific Value Proposition, leading to

02
Nov
Upcoming Webinar on Influence-focused strategies in B2B

The term “Influencers” has become pervasive but what does it really mean for a B2B company? Should B2B Marketing & Sales managers take the general talk on influencers for relevant and apply the same methods as in B2C? Or should they rather take a different approach? Should an Influence-focused strategy be purely digital and is it solely a Marketing activity or should it be both online and offline and

22
Mar
Influencers; the key to B2B sales success

You are in B2B sales. Do you consistently outperform your competitors? Or do you dream of doing so? You might be well advised to have a chat with your marketing colleagues on influencers. A survey conducted by The Geehan Group and mentionned on Marketing Profs showed that, in a B2B space, companies who outperform competitors have a radically different balance of their marketing budget. Average companies spend

09
Feb

Yesterday, I wrote two posts on the concept of business ecosystem. The content was – on purpose – a bit conceptual. I already announced that the next post would focus on  showing how these concepts apply to marketing and sales, implying a more "tactical" an operational  type of content. Well, I will write this post but somebody did it already for me, at least partially. This morning, on Social Media Today, one of my favorite blog on social media ( although

08
Feb
The concept of Business Ecosystem; A general description (part 2)

In the previous post, we have looked at a global description of a company’s business ecosystem and stakeholders. Our conclusion was that companies need to manage a web of relationship with the key parts (sometimes all) of their ecosystem and ensure the consistency of their behaviour and communication. Is this need new? No and Yes, in that order. No, it is not new because major corporations and companies with powerful

08
Feb

In a previous post, I described the shift in behaviour of B2B buyers as the main reason why B2B marketers need to manage the interaction of their company with the overall business environment, or ecosystem. With these two posts (that one is part 1), let’s take a closer look at the concept of business ecosystem. Most people familiar with technology-driven businesses of any type will associate the word ecosystem

04
Jan
B2B buyers behaviour require marketers to focus on influencing the business ecosystem

Although this evolution has started a long while ago, it is only relatively recently that the B2B marketing and sales community as a whole has realized the magnitude of the challenge: today, in most cases, potential B2B buyers do not want to be disturbed by marketing talk and sales call coming in at a – perceived - inappropriate moment. For very rational reasons (do more with less people) and less rational ones (a frantic way to work with often poor time

02
Nov

Hallelujah! Eventually it happened, a blog post on social media being BS (well BS is a politically correct form of another not so correct expression meaning “false and banal statement”) The HubSpot Blog is a really good source of intelligent content on marketing. In his last post, Mike Volpe, in 7 short statements puts social media back where it belongs: a tool which does not change the need of getting the fundamentals of business and of marketing right.