ISBM Pulse: AI, digitalization, and information technology

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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.

handshake

Business-to-Business E-Negotiations and Influence Tactics (Singh et al.)

Sales negotiation over email exchanges between sellers and buyers (e-negotiation) is increasingly common in B2B sales. The use of influential tactics as textual cues in emails to manage buyers’ attention significantly affects sales outcomes. To test the effectiveness of influential tactics in e-negotiations, the authors of this study analyze seller-buyer emails over a two-year period part of 40 e-negotiations, along with other data sources and a controlled experiment. In an era where remote working is more prevalent than ever, e-negotiations are more important than ever. It underscores the relevance of this research. 

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.

covid-19

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.

C’mon Is There Really Such a Thing as Artificial Intelligence or Machine Learning (Gerry Katz and Kristyn Corrigan)

Recently, research has shown that computers can extract customer needs and insights from freely available customer-generated online content and even intentionally sought content drawn from surveys, interview transcripts, and customer feedback systems. And it can usually do it faster, cheaper, and better than human beings. This webinar demonstrates how it works, both theoretically and in practice, and will include an actual case example to show how it was used to uncover several never-before-considered, game-changing insights.

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.