B2B Pulse: Content Library

The ISBM Pulse content library contains archived copies of previous member meeting presentations, webinars, courses, articles/reports, and a multitude of other knowledge. This material is freely available for our ISBM members.

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Current Financial Economic Outlooks

This report composed by by the Chief Investment Office by Merrill Lynch describes how a double exogenous shock from the coronavirus and the oil price war led to historic volatility and liquidity concerns. In this report, economic developments are covered, including the economic recovery in China as well as American trade with Asia, consumer spending developments, demographic developments, and industry developments.

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The Hard Truth About Innovative Cultures

In this Harvard Business Review article, Gary Pisano shines a light on innovative cultures and analyzes why it is so hard to achieve an innovative organizational culture. According to Pisano, innovative cultures are paradoxical, having two sides of the coin. Innovative cultures have attractive, even ‘fun’ aspects, but are married with some tougher and less fun behaviors. Attempts to create innovative cultures will fail, unless these tensions are carefully managed: 

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McKinsey: Reskill Your Workforce to Emerge from the Crisis Stronger

As a result of the COVID-19 crisis, across industries, the workforce needs to adapt to changing conditions. Workers get new roles, activities change. The workforce need to be upskilled in order to deliver adapted business models. This article by McKinsey drafts how companies can develop a talent strategies that develops employees’ capabilities and resilience.

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VOC in the Age of COV

In the age of COVID-19, should companies still engage in market research? Should companies – perhaps better put, how can companies do market research? Could the current crisis even benefit companies that want to field the voice of the customer? Gerry Katz – Vice Chairman of Applied Marketing Science – is an expert of the topic of VOC (Voice of the Customer). He weighs in on how the COVID-19 crisis affects market research. 

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Book: Pricing in a Crisis Playbook

We are heading towards a recession that may be worse than the Great Recession following the 9/11 attacks. Depending on scientific progress, we may be in a downturn for many months to come. Price pressure is inevitable in a downturn. Joanne Smith, who lead the corporate pricing organization of Dupont in the five years before and during the 2009 recession, has written a very timely book on how to price in a recession: “Pricing in a Crisis Playbook: A Practical B2B Guide for Pricing with Confidence in a Crisis or Recession”.

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An ISBM Reading List for These Uncertain Times

Earlier this month, during one of the town hall meetings on ‘Marketing in Uncertain Times’, ISBM’s Ralph Oliva shared he was working on a reading list for B2B marketing managers. The reading list, curated by Ralph, is split up into brand new readings, thought-provoking reads, and classics, and includes links to marketplaces. Ralph’s advice: “Many of us collecting a “stack of books” that we are going to “get around to reading”… but the time to do so is always a challenge. Perhaps, you have some additional time now, and maybe you can add some good reading to your current “stay in place” routine.”  

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Impact of COVID-19 on B2B Spending and Customer Interactions

The economic effects of the current COVID-19 pandemic are affecting B2B companies worldwide. In an effort to take the temperature in B2B, McKinsey is surveying B2B decision makers on changes in customers’ expectations, spending, and behaviors. The global surveys are part of an ongoing effort. At the time of writing, the results of the April edition are published.

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Addressing Society’s Sustainability Challenges

Just over a week ago, the Yale School of Management organized their Business Sustainability Summit to commemorate the 50th anniversary of Earth Day. The conference was held virtually as a result of the COVID-19 pandemic. Several business leaders shared details on the sustainability initiatives deployed at their organizations.

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Leading Sales Teams Through Uncertainty

What works for selling in times of economic expansion is not what works for selling in times of crisis. In addition, between 25% and 50% of the sales professionals in US companies never had to sell during an economic downturn… and thus, ready experience on dealing with selling in crisis is not abundant. This Harvard Business Review article on leading sales teams through uncertain times describes three principles that were useful during the 2001 crisis.

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On Black Swan Events in the Semiconductor Industry

The influence of the COVID-19 pandemic on the electronics industry is far reaching – and especially significant on the semiconductor industry. Deloitte covers the pandemic and describes how COVID-19 might become a black swan event – an unpredictable evens with potentially severe consequences. The report describes how the current crisis might drive the semiconductor industry to transform its global supply chain. 

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