Insights - Archive

B2B COMPANIES AREN’T DIGITAL LAGGARDS ANYMORE
post Fred Geyer and Joerg Niessing post Fred Geyer and Joerg Niessing

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.

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AIR ASIA AND MERCK ON BARRIERS TO TRANSFORMATION - B2BDT LEADER SERIES
leader Joerg Niessing leader Joerg Niessing

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.

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MAKE THE SHIFT TO DIGITAL SELLING IN B2B - QUALITY DIGEST
post Fred Geyer and Joerg Niessing post Fred Geyer and Joerg Niessing

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.

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SWISS RE AND UBS ON TRANSFORMATION KEYS TO SUCCESS - B2BDT LEADER SERIES
leader Joerg Niessing leader Joerg Niessing

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” .

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HOW B2BS CAN MAKE THE DIGITAL SELLING SHIFT
talk Frederick Geyer talk Frederick Geyer

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

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THE STATE OF AI-DRIVEN DIGITAL TRANSFORMATION -INSEAD KNOWLEDGE
post Joerg Niessing and Marcus Ho post Joerg Niessing and Marcus Ho

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.”

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BUILDING DIGITAL RESILIENCE AROUND THE CUSTOMER -INSEAD KNOWLEDGE
post Joerg Niessing, David Dubois and Alain Bejjani post Joerg Niessing, David Dubois and Alain Bejjani

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.

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BSH HOME APPLIANCES AND GROWTH SCOUTBEE ON HOW STARTUPS CAN ENABLE CORPORATES TO FIGHT DISRUPTION - B2B LEADER SERIES
leader Joerg Niessing leader Joerg Niessing

BSH HOME APPLIANCES AND GROWTH SCOUTBEE ON HOW STARTUPS CAN ENABLE CORPORATES TO FIGHT DISRUPTION - B2B LEADER SERIES

Joerg facilitates this webinar with Mario Pieper of BSH Home Appliances and Growth Scoutbee’s Gregor Gimmy and Christian Heinrich about how large enterprises can solve mission-critical problems faster by thoughtfully integrating top startup solutions. They discuss making a shift from early stage incubation to strategies that more systematically integrate top startup solutions via partnerships, licensing and acquisition.

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HOW CORPORATES CAN LEVERAGE START-UPS AGAINST COVID-19 - INSEAD KNOWLEDGE
post Joerg Niessing post Joerg Niessing

HOW CORPORATES CAN LEVERAGE START-UPS AGAINST COVID-19 - INSEAD KNOWLEDGE

For many start-ups, public-sector partnerships can fill the funding gap created by cautious investors in uncertain times. Many start-ups are seeing a drop in valuations. But the top start-ups, approximately 30,000 companies, are not in need of cash. They can shift quickly to the changes generated by the pandemic. They are ideally positioned to partner with incumbents in need of innovative help.

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FIVE WAYS DIGITAL IS REINVENTING B2B SELLING  3:20 min
post Frederick Geyer post Frederick Geyer

FIVE WAYS DIGITAL IS REINVENTING B2B SELLING 3:20 min

The impact of data and technology on B2B selling transformational. The most evolved B2B companies are reinventing the way they sell and finding ways to increase growth dramatically. But many B2B companies are still struggling to find the best path to modernize selling to accelerate growth.

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