Building The Customer Centric Enterprise

Author : Claudia Imhoff,Lisa Loftis,Jonathan G. Geiger
Publisher : Wiley
Page : 516 pages
File Size : 41,8 Mb
Release : 2001-02-19
Category : Computers
ISBN : 0471319813

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Building the Customer-Centric Enterprise by Claudia Imhoff,Lisa Loftis,Jonathan G. Geiger Pdf

Strategies for leveraging information technologies to improve customer relationships With E-business comes the opportunity for companies to really get to know their customers--who they are and their buying patterns. Business managers need an integrated strategy that supports customers from the moment they enter the front door--or Web site--right through to fulfillment, support, and promotion of new products and services. Along the way, IT managers need an integrated set of technologies--from Web sites to databases and data mining tools--to make all of this work. This book shows both IT and business managers how to match business strategies to the technologies needed to make them work. Claudia Imhoff helped pioneer this set of technologies, called the Corporate Information Factory (CIF). She and her coauthors take readers step-by-step through the process of using the CIF for creating a customer-focused enterprise in which the end results are increased market share and improved customer satisfaction and retention. They show how the CIF can be used to ensure accuracy, identify customer needs, tailor promotions, and more.

Author : Imhoff
Publisher : Wiley
Page : 128 pages
File Size : 48,5 Mb
Release : 2001-11-01
Category : Electronic
ISBN : 0471213543

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Building the Customer-Centric Enterprise by Imhoff Pdf

Author : Mitchell M. Tseng,Frank Piller
Publisher : Springer Science & Business Media
Page : 536 pages
File Size : 43,8 Mb
Release : 2011-06-27
Category : Business & Economics
ISBN : 9783642554605

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The Customer Centric Enterprise by Mitchell M. Tseng,Frank Piller Pdf

Companies are being forced to react to the growing individualization of demand. At the same time, cost management remains of paramount importance due to the competitive pressure in global markets. Thus, making enterprises more customer centric efficiently is a top management priority in most industries. Mass customization and personalization are key strategies to meet this challenge. Companies like Procter&Gamble, Lego, Nike, Adidas, Land's End, BMW, or Levi Strauss, among others, have started large-scale mass customization programs. This book provides insight into the different aspects of building a customer centric enterprise. Following an interdisciplinary approach, leading scientists and practitioners share their findings, concepts, and strategies from the perspective of design, production engineering, logistics, technology and innovation management, customer behavior, as well as marketing.

Author : Michael W. Lowenstein
Publisher : Business Expert Press
Page : 154 pages
File Size : 54,5 Mb
Release : 2014-01-24
Category : Business & Economics
ISBN : 9781606498972

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Customers Inside, Customers Outside by Michael W. Lowenstein Pdf

Over the past several years, leading companies have entered a period of major marketing and operational adjustment and convergence, or intersection. It’s a reaction to a critical fact of life: Customers—not organizations— now control the decision-making dynamics and how organizations are perceived. We are witnessing significant multichannel media application (and resultant omnichannel access by consumers), along with more effective and pervasive customer data gathering, analysis, and modeling. If you’re observing these major shifts in your own organization, you’ll need this book. Inside, you’ll learn how to build proactive customer communication, improve relationships, drive positive brand perception, optimize channel selection and message personalization, and enhance employee-related factors (hiring, training, reward, recognition), all leading to superior customer experience and a customercentric culture. In addition, the author has incorporated content on “Big Data” generation and analytics, which you’ll master while scoring a direct hit to the moving target—your continuously changing, and increasingly independent, customer base.

Author : Robert W. Palmatier,Christine Moorman,Ju-Yeon Lee
Publisher : Edward Elgar Publishing
Page : 384 pages
File Size : 55,9 Mb
Release : 2019
Category : Business & Economics
ISBN : 9781788113601

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Handbook on Customer Centricity by Robert W. Palmatier,Christine Moorman,Ju-Yeon Lee Pdf

Drawing on the expertise of leading marketing scholars, this book provides managers and researchers with insights into the fundamentals of customer centricity and how firms can develop it. Customer centricity is not just about segmentation or short-term marketing tactics. Rather, it represents an organization-wide philosophy that focuses on the systematic and continuous alignment of the firm’s internal architecture, strategy, capabilities, and offerings with external customers.

Author : Jay R. Galbraith
Publisher : John Wiley & Sons
Page : 208 pages
File Size : 46,6 Mb
Release : 2011-01-06
Category : Business & Economics
ISBN : 9781118046869

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Designing the Customer-Centric Organization by Jay R. Galbraith Pdf

Designing the Customer-Centric Organization offers todayâ??s business leaders a comprehensive customer-centric organizational model that clearly shows how to put in place an infrastructure that is organized around the demands of the customer. Written by Jay Galbraith (the foremost expert in the field of organizational design), this important book includes a tool that will help determine how customer-centric an organization is- light-level, medium-level, complete-level, or high-level- and it shows how to ascertain the appropriate level for a particular institution. Once the groundwork has been established, the author offers guidance for the process of implementing a customer-centric system throughout an organization. Designing the Customer-Centric Organization includes vital information about structure, management processes, reward and management systems, and people practices.

Author : Peter Fader
Publisher : Unknown
Page : 128 pages
File Size : 46,8 Mb
Release : 2012
Category : Business planning
ISBN : OCLC:1137351496

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Customer Centricity by Peter Fader Pdf

Not all customers are created equal. Despite what the tired old adage says, the customer is not always right. Not all customers deserve your best efforts: in the world of customer centricity, there are good customers...and then there is pretty much everybody else. Upending some of our most fundamental beliefs, renowned behavioral data expert Peter Fader, Co-Director of The Wharton Customer Analytics Initiative, helps businesses radically rethink how they relate to customers. He provides insights to help you revamp your performance metrics, product development, customer relationship management and organization in order to make sure you focus directly on the needs of your most valuable customers and increase profits for the long term.

Author : Mitchell M. Tseng,Frank Piller
Publisher : Unknown
Page : 552 pages
File Size : 43,5 Mb
Release : 2011-04-15
Category : Electronic
ISBN : 364255461X

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The Customer Centric Enterprise by Mitchell M. Tseng,Frank Piller Pdf

Author : Blair Reeves,Benjamin Gaines
Publisher : "O'Reilly Media, Inc."
Page : 184 pages
File Size : 55,5 Mb
Release : 2018-03-09
Category : Computers
ISBN : 9781492024736

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Building Products for the Enterprise by Blair Reeves,Benjamin Gaines Pdf

If you’re new to software product management or just want to learn more about it, there’s plenty of advice available—but most of it is geared toward consumer products. Creating high-quality software for the enterprise involves a much different set of challenges. In this practical book, two expert product managers provide straightforward guidance for people looking to join the thriving enterprise market. Authors Blair Reeves and Benjamin Gaines explain critical differences between enterprise and consumer products, and deliver strategies for overcoming challenges when building for the enterprise. You’ll learn how to cultivate knowledge of your organization, the products you build, and the industry you serve. Explore why: Identifying customer vs user problems is an enterprise project manager’s main challenge Effective collaboration requires in-depth knowledge of the organization Analyzing data is key to understanding why users buy and retain your product Having experience in the industry you’re building products for is valuable Product longevity depends on knowing where the industry isheaded

Author : Michael T. Bosworth,John R. Holland,Frank Visgatis
Publisher : McGraw Hill Professional
Page : 288 pages
File Size : 53,8 Mb
Release : 2010-01-08
Category : Business & Economics
ISBN : 0071639845

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CustomerCentric Selling, Second Edition by Michael T. Bosworth,John R. Holland,Frank Visgatis Pdf

The Web has changed the game for your customers— and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience. Your business and its people need to be “CustomerCentric”—willing and able to identify and serve customers’ needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But today’s buyers no longer want or need to be sold in traditional ways. CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with today’s clients to achieve optimal results: Having conversations instead of making presentations Asking relevant questions instead of offering opinions Focusing on solutions and not only relationships Targeting businesspeople instead of gravitating toward users Relating product usage instead of relying on features Competing to win—not just to stay busy Closing on the buyer’s timeline (instead of yours) Empowering buyers instead of trying to “sell” them What’s more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organization’s resources. Perhaps you feel you don’t have the smartest internal systems in place to ensure an ideal workflow. (Perhaps, as is all too common, you lack identifiable systems almost entirely.) From the basics—and beyond—of strategic budgeting and negotiation to assessing and developing the skills of your sales force, you’ll learn how to make sure that each step your business takes is the right one.

Author : Doug Leather
Publisher : Porcupine Press Trading Under Dgr Writing & Resear
Page : 310 pages
File Size : 55,6 Mb
Release : 2013-07
Category : Business & Economics
ISBN : 0620558342

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The Customer-Centric Blueprint by Doug Leather Pdf

Book Description: Our world is undergoing rapid transformation. In this tide of change and upheaval, customers are stepping into their power and making demands the likes of which have never been seen before. Building sustainable competitive advantage and leading a superior 21st century organisation requires a new approach - placing your customer at the heart of everything you do, implementing a customer-centric business model and boldly leading your organisation through the transformational journey required. Using the REAP Customer-Centric Organisation Blueprint(r) as an architecture, this book explores all the interconnected components of a truly customer-centric business model and how you can apply its principles practically and with tangibly significant business results. It will support you to strategize, plan and operationalise the future in order to create, deliver and capture value, whilst delivering sustainable, superior business performance. About the Author: Doug Leather, CEO of REAP Consulting (Pty) Ltd, is a Wharton Business School Alumnus who has a diverse and varied background, including engineering and commercial. He is a leading expert in Customer Management working globally with large blue-chip organisations, and is best described as a Customer Management Evangelist, Activist and Futurologist as a result of his intense passion, broad multi-industry and multi-country insights into customer management capability understanding, best practice application, customer experience, business models and business performance improvement. The primary focus of his client work today is in helping people in businesses think, and work differently together to understand the importance of customer asset management, assessing the maturity of customer management capability and then conceiving, planning, developing/repairing, driving and measuring strategy and programmes for the 21st Century Organisatio

Author : Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij
Publisher : Unknown
Page : 112 pages
File Size : 51,7 Mb
Release : 2021-07-29
Category : Electronic
ISBN : 9798507163298

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The SaaS Sales Method by Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij Pdf

In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.

Author : Robin L. Lawton
Publisher : ASQ Quality Press
Page : 0 pages
File Size : 42,6 Mb
Release : 1993
Category : Consumer satisfaction
ISBN : 0873891511

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Creating a Customer-centered Culture by Robin L. Lawton Pdf

Creating a Customer-Centered Culture shows you how to successfully apply existing traditional management tools to knowledge and service work. it teaches you to think like customers so you can implement an organizational culture transformation on your way to total quality management in a jargon-free, step-by-step way.

Author : Alkhatani Saad Zafer
Publisher : IAP
Page : 117 pages
File Size : 49,9 Mb
Release : 2015-06-01
Category : Business & Economics
ISBN : 9781623969141

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Authentic Customer Centricity by Alkhatani Saad Zafer Pdf

This book offers a breakthrough formula for creating a sustainable customer centric organization, which forms the key to enduring business success. This new blueprint entails a systematic and integrated journey towards customer centricity. In this book, Dr. Zafer has provided a sorely needed guidebook for executives to become a successful customer centric company. He shows us how companies can deliver a superior customer experience that result in trusted customer relations that can boost profitability. This is the book you should read if you want to deliver a superior customer experience in a sustainable way.

Author : Peter Fader,Sarah E. Toms
Publisher : University of Pennsylvania Press
Page : 136 pages
File Size : 52,5 Mb
Release : 2018-10-30
Category : Business & Economics
ISBN : 9781613631416

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The Customer Centricity Playbook by Peter Fader,Sarah E. Toms Pdf

A 2019 Axiom Business Award winner. In The Customer Centricity Playbook , Wharton School professor Peter Fader and Wharton Interactive's executive director Sarah Toms help you see your customers as individuals rather than a monolith, so you can stop wasting resources by chasing down product sales to each and every consumer.