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May 2020

Win the automotive COVID-19 rebound

How automotive sales & aftersales can prepare for the post-corona era

Economic lockdowns in the COVID-19 crisis have quickly and severely compromised the automotive supply chain and dealerships in unprecedented ways – car sales dropped by up to 80 percent in one month and production was stopped for weeks. The recession after the crisis will cut global car demand by...
Automotive, Marketing & sales
April 2020

Turning customers into subscribers – How to successfully

What customers expect from manufacturing businesses is changing, moving away from outright purchase- to subscription-based models. This offers opportunities and risks for traditional players, providing them with access to greater customer insight, but also lowering barriers for competitors. Based...
Marketing & sales
February 2020

Is your city ready to go digital?

How 5G use cases will unleash your city’s full potential

Today, cities face a multitude of challenges originating from societal and technological changes: population growth, urbanization, infrastructure provision, crime and cyber-crime, and environmental pollution. These challenges necessitate new digital use cases. A variety of use cases based on 5G,...
Public services, Telecommunications, Information technology, Media & Electronics (TIME), Strategy, Marketing & sales, Digital company transformation
January 2020

The forecourt of the future

With a disruptive lifestyle and technological changes ahead, the fuel retail business will need to create a new customer experience on the forecourt

The traditional forecourt model is at its inevitable end. Electric vehicles (EVs), autonomous cars, data analytics, and the Internet of Things (IoT) are only a few of the emerging technologies threatening the classic fuel-station customer experience. What will the next-generation forecourt scene be...
Oil & gas, Marketing & sales
January 2020

Commercial excellence in B2B environments

How do best-in-class B2B players develop customer preference and maximize margins?

Saying that the world is undergoing a fast-paced transformation is not only stating the obvious, but also an understatement. Traditional business models and go-to-market strategies are challenged, and often even rendered obsolete, by rapidly evolving customer needs. In many cases, industry...
Marketing & sales
January 2020

Acing 5G pricing

How to price 5G for optimal monetization

Leading telcos have switched on their 5G networks and launched commercial offers to acquire early adopters. With the scale of investments required for 5G, the consumer pricing strategy becomes a critical lever for recouping these investments. In this viewpoint we aim to provide a framework for...
Telecommunications, Information technology, Media & Electronics (TIME), Marketing & sales
October 2019

Evolving pricing of mobile tariff plans

Be dynamic or lose

The telecom industry is standing at a crossroads, with increasing users, rapid technology shifts, usage shifts to content services, exponential growth in data usage, and ever-increasing competition. Global trends for mobile services show that average revenue per user (ARPU) is declining, whereas...
Telecommunications, Information technology, Media & Electronics (TIME), Marketing & sales
October 2019

From sticky-notes to implementation

Customer journeys in the energy sector – Getting it right the first time

Customer journeys are a way for energy companies to record every interaction with their customers, getting an end-toend view of the journeys and processes the customer goes through. It allows them to see processes from the customer perspective, which is a powerful tool to steer the customer...
Utilities & alternative energy, Strategy, Marketing & sales
October 2019

Unleashing the “X factor” in public sector healthcare

Creating income-generating enterprises to deliver efficiency and increased value in the health economy

Healthcare & life sciences, Marketing & sales
September 2019

Getting ready for the energy consumer of the future

The energy sector is undergoing radical transformation as formerly passive consumers take control over their energy consumption and procurement. Based on the five stages of this transformation, we explain how it impacts the energy value chain and outline the capabilities that traditional providers...
Marketing & sales