Insights - Archive
FIVE WAYS THAT B2B BRANDS BUILD RELEVANCE DIFFERENTLY THAN B2C BRANDS
The sixth annual Prophet Brand Relevance Index®, which studied 228 brands among 13,000 consumers, reveals how brands that rely heavily on serving B2B customers build relevance differently than brands that focus only on B2C customers.
As part of the study, we compared 57 brands with significant B2B businesses such as Amazon, General Electric, FedEx and IBM with 171 pure B2C brands such as Lego, Peloton, Netflix and Etsy.
When we analyzed the drivers of customer centricity and pragmatism, key differences appeared.
PERFORM AND TRANSFORM WITH DATA AND AI 59:14 min
Follow the digital transformation of one of France’s largest legacy companies Rexel – a global distributor of electric products and services in the energy sector – with Patrick Berard (CEO of Rexel). With 24,000 employees and 12.6bn euros revenue in 2020, Rexel has successfully performed and transformed in recent years by embracing the power of data and AI. Today, Rexel provides a wide range of data powered sustainable and innovative solutions in 25 countries globally. The talk is hosted by Joerg Niessing (INSEAD Senior Affiliate Professor of Marketing) and Jean Francois Lahet MBA’07J (Senior Partner, Boston Consulting Group).
What was discussed?
• How to lead a legacy business model and a product and service-oriented company into a data-driven solution provider in a digital world.
• How to unlock new offering of products and services with data and digital technologies such as IOT, AI, automation.
• How to share, integrate and learn from data gathered across ecosystems throughout the value chain.
B2B COMPANIES AREN’T DIGITAL LAGGARDS ANYMORE
New research shows B2B companies are on par with their B2C counterparts and should look to B2B digital leaders for best practices. This new report, The 2020 State of Digital Transformation in B2B, shows that B2B companies are on par with their B2C counterparts across five stages of digital maturity. This work is based on a comparison of 170 B2B companies with 238 B2C organizations and 160 B2B2C firms.
LEADING YOUR CUSTOMER-CENTRIC DIGITAL TRANSFORMATION 56:19 min
In this webinar we discussed success factors and the steps organizations can take to achieve profitable growth in a digital world. Our three-year study of over 30 digital transformation cases as well as interviews with more than 500 executives identified three transformational shifts that have helped successful organizations leverage digital technologies and trends and build competitive advantage by:
WHY IS DIGITAL TRANSFORMATION SO HARD? - EUROPEAN BUSINESS REVIEW
Research undertaken by MIT, McKinsey, Accenture, Altimeter, BCG, Forrester and Gardiner indicate that actively managing the multifaceted aspects of organisational change across the enterprise is the path forward for transformation leaders. Active management requires moving beyond treating transformation as a set of independent, technology-adoption initiatives by thinking about it as a comprehensive change-management undertaking.
BENCHMARKING DIGITAL MATURITY IN B2B TO ACCELERATE UNCOMMON GROWTH 56:01min
in this webinar, Charlene Li, Founder & Senior Fellow of Altimeter, a Prophet company, and Fred Geyer, Senior Partner at Prophet will talk to insights from their respective reports published on this topic:‘The 2020 State of Digital Transformation’ and ‘Benchmarking Digital Maturity in B2B Companies’.
Charlene and Fred will sit down with Joerg Niessing, Senior Affiliate Marketing Professor at INSEAD to share how B2B organizations should be approaching digital transformation from how to benchmark digital maturity to understanding what actions to take now to drive a company’s digital transformation.
BENCHMARK DIGITAL MATURITY TO ACCELERATE GROWTH - BIZTECH ASIA
A new study of 170 senior B2B transformation leaders and C-suite executives by Altimeter@Prophet reveals that a given B2B company’s Covid-19 response and their level of digital maturity are the most important drivers of their digital investment priorities, ways of working and initiatives in 2020.
AIR ASIA AND MERCK ON BARRIERS TO TRANSFORMATION - B2BDT LEADER SERIES
A session for and with business leaders looking to accelerate growth and digital transformation efforts. Two corporate leaders: Veranita Yosephine @ AirAsia and Steve Vermant @ Merck were interviewed by Professor Joerg Niessing, on challenges and opportunities that organizations face in undertaking transformation on a large scale. The discussion included lessons learned in accelerating forward momentum as well as how 2020 impacted their transformation plans.
They deep dive into insights and first-hand experiences on the roles of employees, technology, data and investments in the digital transformation along with providing expert advice on where to begin and what actions to take to drive your company's digital transformation. Finally, they address the impact of COVID-19 and thoughts on the challenges it poses.
MAKE THE SHIFT TO DIGITAL SELLING IN B2B - QUALITY DIGEST
A new, digital era of B2B sales and marketing is upon us. Taking advantage of this shift requires moving from deeply embedded B2B sales and marketing models to data-driven, digitally powered partnerships between sales, marketing and analytics.
SWISS RE AND UBS ON TRANSFORMATION KEYS TO SUCCESS - B2BDT LEADER SERIES
In the live webinar, Jan Müller from Swiss Re, Johan Jervoe from UBS and Tosson El Noshokaty from Prophet gave exciting insights into the role of employees, technology, data and investments in digital transformation. They were interviewed by Jörg Niessing, Senior Affiliate Professor at INSEAD and co-author of the recently published book “The Definitive Guide to B2B Digital Transformation” .
MAERSK AND ZURICH ON ESSENTIALS TO TRANSFORMATION- B2BDT LEADER SERIES
Panelists Sonny Dahl, Head of Customer Experience at Maersk and Lindy Hood, Head of Customer Experience at Zurich North America and Fred Geyer, Senior Partner at Prophet join Joerg Niessing, professor at INSEAD to discuss How to Win at Digital Transformation in B2B
RESILIENT COMPANIES DRIVE DIGITAL TRANSFORMATION - INDIAN MANAGEMENT
Cover article in Indian Management Journal describes three digital shifts companies can undertake to build resilience and use technology, data and analytics to deliver long-term customer value
HOW B2BS CAN MAKE THE DIGITAL SELLING SHIFT
Fred talks about making the transformation from classic B2B sales and marketing approaches to modern, integrated digital sales and marketing models that accelerate demand generation and drive customer loyalty. 26:29 min
THE STATE OF AI-DRIVEN DIGITAL TRANSFORMATION -INSEAD KNOWLEDGE
The big question: How can AI be applied in the digital transformation process? We are now in the age of implementation: Entrepreneurs, product managers and engineers need to transform ai algorithms into successful businesses. AI expert Kai-Fu Lee says, “Implementation is what makes academic advances meaningful and what will truly end up changing the fabric of our daily lives.”
HOW TO HIT B2B DIGI TRANSFORMATION GOALS IN THE NEW NORMAL
In uncertain times and with limited resources, big bets should take a back burner in favor of opportunities with the greatest potential to deliver measurable results more quickly with less risk.
BUILDING DIGITAL RESILIENCE AROUND THE CUSTOMER -INSEAD KNOWLEDGE
Resilient businesses use digital technologies, data and analytics to create long-term customer value. The ongoing crisis has both brought digital resilience to the forefront and broadened its meaning. In building resilience, the customer-centric perspective is critical. Only companies that leverage digital technologies and data to engage with customers more effectively, enrich customer experiences or offer innovative customer-centric business models will create long-term growth.
HOW TO WIN IN B2B DIGITAL TRANSFORMATION 60:12 min
Webinar that describes the keys to successful digital transformation through three transformational shifts that put technology at the service of customers.
WHY MOST DIGITAL TRANSFORMATIONS FAIL AND HOW TO FIX THEM 1:30 min
Fred and Joerg agree that B2B leaders must address the biggest barriers to digital transformation by fostering customer centricity, enabling employees and making more effective use of customer data.
MAJID AL FUTTAIM HOLDINGS ON LEADING A DATA-DRIVEN TRANSFORMATION - B2BDT LEADER SERIES
We discuss with CEO Alain Bejjani how Majid Al Futtaim (MAF) designed and executed a transformation by pushing for a bottom-up approach to understand how and when data and analytics could help offer integrated customer-centric solutions.