B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship

B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship


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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.

Product Details

ISBN-13: 9780986046209
Publisher: Point B Inc
Publication date: 10/14/2013
Pages: 240
Product dimensions: 5.90(w) x 9.10(h) x 0.80(d)

About the Author

J.B. Wood is president and CEO of the Technology Services Industry Association (TSIA). He is a frequent industry speaker and author of Complexity Avalanche (2009), co-author with Todd Hewlin and Thomas Lah of Consumption Economics (2011), and has appeared in Fortune, The New York Times, The Wall Street Journal, and other leading publications. He was formerly the CEO of Prognostics and executive vice president of InsightExpress.

Todd Hewlin is managing director of TCG Advisors, a Silicon Valley consulting firm. Previously a partner at McKinsey and a senior executive at Symbol Technologies, he is regularly found in the boardroom of public and private technology leaders advising them on growth strategy and business transformation. His articles have been published in the Harvard Business Review and McKinsey Quarterly.

Thomas Lah is executive director of the Technology Services Industry Association (TSIA). Since 1996, he has helped a broad range of companies establish or improve their professional services organizations and is known worldwide for his incisive analysis, strategic thinking, and creative solutions.

Table of Contents

Introduction v

Chapter 1 The Origins of B2B 1

Chapter 2 New Leaders Emerge 34

Chapter 3 It's the Outcome! 51

Chapter 4 B4B 72

Chapter 5 Connectedness and the Tower of Power 97

Chapter 6 Capabilities-Led Transformation 123

Chapter 7 Pivot 1: Land + Expand Selling 144

Chapter 8 Pivot 2: Adoption Services 171

Chapter 9 Pivot 3: The Data Handshake 191

Chapter 10 Crossing the Line 203

Epilogue 217

Endnotes 219

Index 223

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