The Internet is affecting business in numerous ways and in B2B buying it is affecting the Buying Center as well. The Buying Center is one of the most critical B2B concepts in that it is never a single buyer who can unilaterally decide to buy a new product or service from a new vendor. InContinue reading “The Internet and Buying Center: are you making product information easy to share?”
Category Archives: How Internet Affects Business
How the Internet affects business: top of the sales funnel and an instant reference- “value” check
Most organizations that are not pure-play internet (like Amazon.com) do not seem fully understand how the Internet affects their business. The top of the sales funnel and an instant reference- “value” check are two ways the internet affects your business: Internet can fill top of the sales funnel: And this can be huge. Between searchContinue reading “How the Internet affects business: top of the sales funnel and an instant reference- “value” check”
Why Encyclopedia Britannica took twenty years to go digital- the sales force angle
Finally, Encyclopedia Britannica has gone digital (Reuters 2012) And it took 20 years for the 200 year old organization to do so.Above is a 1988 TV commercial and you can see the PC in evidence. PC makers were already giving free Grolier Encyclopedia discs alongwith the IBM PC’s that came with Windows DOS. But BritannicaContinue reading “Why Encyclopedia Britannica took twenty years to go digital- the sales force angle”
USPS to slow down first class mail: how the Internet affects your business
First class mail at the USPS is down. In fact down from 104 Billion pieces in 2001 to 73.5 Billion pieces last year and is projected to go down to 39 Billion pieces in 2020. As a result the post office is cutting half its mail processing facilities besides planning huge cuts in deliveries andContinue reading “USPS to slow down first class mail: how the Internet affects your business”
Netflix to stream movies in all global markets, cut out postal services – grow movie industry
Netflix used the US Post to famously distribute movies in America after the founder Reed Hastings was charged late fees for late return of a rental movie to a movie rental store. Netflix involves a monthly subscription of under $10 and you can take as many movies you want, just use US Post and theContinue reading “Netflix to stream movies in all global markets, cut out postal services – grow movie industry”
How the Internet affects business : Borders files for bankruptcy
If you went (February 2011) to a mall with the Borders Bookstore and wanted to relax- the Borders Bookstore with Seattle coffee was the place to go. The problem was that you would check prices at Amazon on your Blackberry/iPhone and would often postpone your purchase. Being inside the mall meant good traffic for Borders Continue reading “How the Internet affects business : Borders files for bankruptcy”
On the passing of CK Prahalad -core competence and bottom of the pyramid
Professor CK Prahalad passed away last weekend on 16th October, 2010. He was one of the most influential business thinkers of our time and has influenced me a great deal.I think two of his ideas are particularly fascinating. These are core competence of the corporation (co authored with Gary Hamel) and Bottom of the pyramid (with Stuart Hart).