ISBM Pulse: value chain

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Book: Unlocking the Customer Value Chain: How Decoupling Drives Consumer Disruption

In his book ‘Unlocking the Customer Value Chain, Harvard Business School professor Thales Texeira describes how the disruption of an industry is driven by customer behavior rather than technologies. Innovative new business models allow startups to ‘decouple the value chain’ – picking one aspect of an incumbent’s business model and doing it better.  

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Competing Along the Value Chain in B2B2C (Jeff Bennett)

B2B companies frequently sell along complex value chains with multiple influencers and decision-makers. Too often, they can lose focus on the fact that there is ultimately a consumer or end-user at the end of that chain. With business models and competitors evolving, it is more important than ever that B2B companies expand their definition of ‘customer’ and understand the needs of this consumer. This presentation covers a set of concepts and practical frameworks that can help B2B companies address these issues. Several relevant case studies are presented.