The Co-creation Edge: Harnessing Big Data To Transform Sales And Procurement For Business Innovation
by Francis Gouillart /
2016 / English / PDF
7.1 MB Download
Rapid changes in business along with better informed customers
threaten the traditional sales and procurement process.
Thousands of sales and procurement people are threatened with
extinction, yet all is not destined to be doom and gloom. A
new way of partnering between these two roles can, in fact,
create significant value for both organizations.
Rapid changes in business along with better informed customers
threaten the traditional sales and procurement process.
Thousands of sales and procurement people are threatened with
extinction, yet all is not destined to be doom and gloom. A
new way of partnering between these two roles can, in fact,
create significant value for both organizations.
Sales and procurement professionals have a bright future ahead of
them if they can respond to six trends that the authors have
identified in the business-to-business world. Each trend offers
an opportunity to develop a new skill for sales and procurement
professionals and adopt a new practice. Because these
practices are not yet widely adopted as “best practices”, the
authors coin them “next practices.” These trends include:
working together to solve complex problems; organizing
problem-solving networks across company boundaries; creating
processes for live cross-company engagement; facilitating data
driven, cross-company interactions fed by digital platforms;
providing new personal experiences for individuals and lastly
(and most importantly) creating new sources of value for firms.
Sales and procurement professionals have a bright future ahead of
them if they can respond to six trends that the authors have
identified in the business-to-business world. Each trend offers
an opportunity to develop a new skill for sales and procurement
professionals and adopt a new practice. Because these
practices are not yet widely adopted as “best practices”, the
authors coin them “next practices.” These trends include:
working together to solve complex problems; organizing
problem-solving networks across company boundaries; creating
processes for live cross-company engagement; facilitating data
driven, cross-company interactions fed by digital platforms;
providing new personal experiences for individuals and lastly
(and most importantly) creating new sources of value for firms.
If these trends are adopted by organizations, the ability to
co-create means providing significant value to both the sales
management team at the supplier and the purchasing
management team at the customer. With the alternative being
that these job functions will be replaced by web-based or
channel-based alternatives that will do most of what they do
today at a fraction of the cost. Increasingly, there is no middle
ground anymore. SAMs and senior buyers will either evolve into
high value-added sales and procurement professionals, or
disappear.
If these trends are adopted by organizations, the ability to
co-create means providing significant value to both the sales
management team at the supplier and the purchasing
management team at the customer. With the alternative being
that these job functions will be replaced by web-based or
channel-based alternatives that will do most of what they do
today at a fraction of the cost. Increasingly, there is no middle
ground anymore. SAMs and senior buyers will either evolve into
high value-added sales and procurement professionals, or
disappear.
