Posts Tagged ‘value’

Two blogs you should read about the future of business

Tuesday, February 23rd, 2010

Two bloggers on Harvard Business Review’s website (http://hbr.org) in very different voices are helping to define the next era of business, post-crash. Umair Haque provokes and hyperbolizes, while Roger Martin writes sober, crafted prose, yet both say much of the same thing: business as usual – shareholder value maximization, “greed is good,” arbitrage- and exploitation-based commerce – needs to go. In its place will be socially-aware businesses that profit by garnering their workers’ best efforts and delivering distinctive, thick value to customers.

Samples:

Haque:

Hypercompetition — and hypercollaboration — is accelerating. The people formerly known as consumers are now your peers. Regulators have a keener eye and a longer arm. Stakeholders went from being hippie pacifists to shark-toothed activists. In this world, mere innovation and “strategy”are commodities. Globally, naked consumption must transition into durable investment. Meaning is the new cornerstone of advantage: Does what you produce actually make anyone meaningfully better off?

Martin:

as corporations have ballooned in size, the [CEO's] community has become far more impersonal and distant. Customers and employees have become more dispersed and distant and the home city has become less central — even expendable, as Boeing’s abandonment of Seattle demonstrated. And perhaps most important, a company’s owners have become a group of distant professionals who trade their holdings at the click of a button. Many large shareholdings, in fact, aren’t even managed by people.

Are they seers, or delusionists? I hope it’s the former. But you should read them both and decide for yourself.

Related posts:
Prior mention of Umair Haque
Posts mentioning Roger Martin

B2B Buyers’ Purchase Decisions Hinge on Emotion, Not Facts

Thursday, April 23rd, 2009

Jon Miller over at the Marketo blog summarized the results of a study Marketo conducted along with Enquiro Research to delve into how B2B buyers make decisions.

The results will not surprise readers of this blog. Rational B2B buyers are a “myth,” and negative emotions drive the buying decision:

The Enquiro research shows that B2B buying decisions are usually driven by one emotion: fear. As a result, B2B buying is all about minimizing fear by minimizing risk. There is organizational risk, which can often be dealt with rationally, and personal risk, which is usually unstated and hidden from the rational process. Yet personal risk is a huge factor in B2B buying.

This irrationality and desire to mitigate risk and complexity leads purchasers to return to an old-school tool for making decisions: the recommendation. The post suggests, among other things, that B2B marketers capitalize on what I would call the “fellow traveler” syndrome–generating positive references from people elsewhere in the buyer’s company and industry is a significant help for vendors seeking to overcome buyers’ fear instincts and win new business.

(Hat tip Futurelab blog.)

Related posts:
Complex sales: it’s all about the negatives
Another kind of value proposition