Marketing & sales

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

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

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

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

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

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

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

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

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

Private Campus Networks

Customers are willing to spend – are operators ready to take their money?

The demand for Private Campus Networks offers operators an opportunity for value generation – we estimate the global market size to be €60-70bn by 2025. If operators do not act now and prepare accordingly, they risk missing out. Enterprises have economically sensible use cases and technologically...
Telecommunications, Information technology, Media & Electronics (TIME), Marketing & sales