Content Library

The Benefits of Customer-Based Strategic Planning (Hari Sridhar)

Despite the enormous resources placed into strategic planning, there’s very little evidence for its effectiveness. Many companies fail to achieve the intended results which typically focus on mission, vision, and values or elaborate budgeting processes. Using examples from B2B firms that have implemented Customer-Based Strategic Planning, we’ll introduce a simple method for linking customer value to organizational competencies and strategic planning that results in agility, effectiveness, and financial accountability.

August 9, 2018

Accelerate B2B Conversions with Personalized Engagement and Optimization (Joe Fuster)

B2B customers expect personalized, engaging experiences, but where do you even start? The growth of AI makes it possible to accelerate B2B conversions by optimizing engagement for your visitors from the moment they hit your website, mobile site, or app. We will discuss how incorporating artificial intelligence into B2B marketing programs empowers marketers to create more relevant experiences that lead to better conversion rates, tests the content, and measures the impact of online campaigns.

August 8, 2018

The Customer Experience Edge (Volker Hildebrand)

In today’s digital economy information technology is playing a critical role in how companies can gain a competitive edge. The digital transformation is impacting every industry and at the epicenter of this change is the customer experience, which will redefine every company’s business model and how they deliver value. In this session we discuss both technology and (empowered) customers as the driving forces of digital transformation, how it is impacting marketing, sales & service and the entire supply chain. We talk about data as the digital fuel and provide multiple case studies of how companies leverage the latest technologies – including AI, IoT, mobile, cloud – to engage with their customers and gain a customer experience edge.

August 8, 2018

Making the Invisible Visible: How Parata is Living Their Brand (Dawn Astorino)

Parata’s pharmacy automation solutions ensure safety, accuracy, and efficiency. A few years ago, Parata transformed their business to better align with the larger health care market and position the company for future growth and new opportunities. This restructuring left Parata’s new leadership team with two daunting challenges: disengaged employees and skeptical customers. Learn how Parata refreshed their brand experience; defined customer experiences; and measured results through bottom-line impact.

August 8, 2018

CRAVE: You Can Enhance Employee Motivation in 10 Minutes By Friday (Greg Lederman)

In this highly interactive keynote by Gregg Lederman, supervisors, managers, and executives commit to the 10 Minutes By Friday™ habit for giving people more of what they CRAVE! In return, they become better managers and leaders who are able to achieve the business results that matter most to their team, department, and/or organization.

August 8, 2018

The Seven Big Problems of Marketing (Russ Klein and Bernie Jaworski)

The Keynote of the conference, delivered by Bernie Jaworski and Russ Klein, tackling the seven big opportunities (and problems) facing marketing – B2B focused insights from the AMA Intellectual Agenda 1.0.

March 8, 2018

Generating and Using Insights to Shape Marketing Practice (Liam Fahey)

This presentation by Liam Fahey covers how to translate domain change insights (about customers, competitors, and products/solutions) into business implications (mindset shifts, strategy, and execution).

March 8, 2018

Taking The “Hit or Miss” Out of Faster Organic Growth (Bob Lurie)

Watch the presentation “Taking The “Hit or Miss” Out of Faster Organic Growth: Identifying and Changing High Yield Customer Behavior” delivered by Bob Lurie at the March 2018 Member’s Meeting. Five principles to combat slowing growth are discussed during this presentation.

March 8, 2018

Squirrels, Shiny Objects and Digital Transformation (Vince Kostelnik)

The term “Digital Transformation” has been around for several years now and is often overused today without the understanding of everything that it encompasses. It includes transforming the entire customer experience as well as two other primary categories At the heart of digital transformation is rethinking how a business can create value for a customer to keep them engaged with you. Although technology can assist you in achieving the goal, it is not the sole contributor to a successful transformation.

March 2, 2018

Eliminating Managerial Bias for High-End Products in Our Market-Driven Product Development (Abbie Griffin)

Research finds that managers making product development selection decisions biased against low-end, low-priced projects in favor of high-end, high-priced projects, even when there is no economic benefit to them. Given these biases, we suggest actions managers can take to overcome these biases.

March 1, 2018

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All Archives by Month

The Benefits of Customer-Based Strategic Planning (Hari Sridhar)

Accelerate B2B Conversions with Personalized Engagement and Optimization (Joe Fuster)

The Customer Experience Edge (Volker Hildebrand)

Making the Invisible Visible: How Parata is Living Their Brand (Dawn Astorino)

CRAVE: You Can Enhance Employee Motivation in 10 Minutes By Friday (Greg Lederman)

The Seven Big Problems of Marketing (Russ Klein and Bernie Jaworski)

Generating and Using Insights to Shape Marketing Practice (Liam Fahey)

Taking The “Hit or Miss” Out of Faster Organic Growth (Bob Lurie)

Squirrels, Shiny Objects and Digital Transformation (Vince Kostelnik)

Eliminating Managerial Bias for High-End Products in Our Market-Driven Product Development (Abbie Griffin)

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