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ISBM Pulse: AI, digitalization, and information technology

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Image_B2B Research Webinar Series_05Nov20

B2B Research Webinar Series – Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach

This presentation is from a former ISBM Doctoral Support Competition Winner, Yael Karlinsky Shichor. Yael is currently an Assistant Professor of Marketing at Northeastern University.

During this 1 hour webinar, Yael presents her research “Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach” for about 30 minutes, followed by comments and feedback from the discussant, Olivier Rubel from the University of California Davis. The remainder of the time is spent on Q&A between the attendees and the presenter.

Modern Business Models

This article, focusing on AI, platforms, and network effects, distinguishes between products that are “like air” (that one needs continuously and is critical for survival) versus “like hair cuts” (that one needs only once in a while and can do without). The authors describe the notion of a ‘modern business model’, and demonstrates how these companies are more resilient. 

The Digital Transformation of Buyer/Supplier Dynamics

Our own Stefan Wuyts – Director of the ISBM and Full Professor of Marketing – was recently interviewed by PYMNTS.com on digitalization. The interview covers online platforms, buying groups, and the future (if any) of tradeshows. Whatever the future holds – the B2B buying process will be very different in the future. 

blockchain letters

Which Problems to Solve With Blockchain Technology

Knowing how blockchain technology can support organizations’ strategies is important to avoid making costly investments – and to avoid missing out on valuable opportunities. In this article, Toppo Felin and Karim Lakhani describe the basic distributed digital ledger technology underlying blockchain. Next, the authors describe which types of problems can be solved with blockchain technology. Examples include payment for intellectual property rights, the establishment of historical ownership of tangible products, and the tracing of raw materials and components across the supply chain.

wrapped gift

Data Wrapping: A New Way to Increase a Product’s Value Proposition

Data wrapping is the practice of giving data and analytics to customers as product features and customer experiences, with the goal of increasing a product’s value proposition. The users of these data wrapping functionalities are the company’s customers – not the employees. And as this is a customer oriented feature being a part of the product offering, the product road map is lead by product owners – not IT. It is an interesting strategy to monetize data – in a way that extends the product value proposition. 

colored gears

The Pandemic is Turbocharging Government Innovation

The pandemic has emphasized the importance of governments to work with the latest innovations and technologies available. Fighting COVID-19 requires data-derived insights and advanced technology to allow quick response to ever-changing conditions. For many government agencies – in the US and elsewhere – shortcomings have come painfully into view. Many countries have responded to the need for modernization by channeling aid packages and funds to government telework, telehealth, cybersecurity and network bandwidth projects. 

marketing in uncertain times town hall

Marketing in Uncertain Times – How To Thrive in the New Remote Engagement World (Jip Inglis, Steve Hurley and Matt Leary)

This session of Marketing in Uncertain Times Town Hall focuses on skills, tips, and tools you can use to thrive in our new remote environment and stay engaged and build rapport when you can’t be face-to-face.  Hear from expert panelists Jip Inglis, Ascension Growth & Innovation Strategies, Steve Hurley and Matt Leary, Solutions Insights, Inc.  with moderator/ISBM Executive Director, Lynn Yanyo. A replay of the event is available.

big data

McKinsey: The COVID-19 Recovery Will Be Digital

McKinsey has published a report on the recovery following the COVID-19 crisis. According to the consultancy company, digital technologies will be on the forefront. The report discusses digitalization trends emerging from the COVID=19 crisis, and offers guidelines for preparing for recovery – taking into account digital transformation – for the first 90 days.

cover Technology Fallacy

Book: The Technology Fallacy

This book focuses on the organizational changes needed to harness the power of technology – with special attention to the people factor. Per the authors, the best way to respond to digital disruption is by changing the company culture to be more agile, risk tolerant, and experimental. Digital transformation involves leadership, talent development, culture, organization, and strategy.