The co-creation edge : harnessing big data to transform sales and procurement for business innovation /: harnessing big data to transform sales and procurement for business innovation. ([2016])

• Record Type: Book
• Further Information: Note: Francis Gouillart, Bernard Quancard.
• Authors: Gouillart, Francis J; Quancard, Bernard
• Contents: Figures; Chapter 1: The Changing World of€Sales and€Procurement; 1 Trend #1: The€Problems that Companies' Sales and€Procurement People Are Asked to€Tackle Are Broader and€More Complex Than€Ever; Next Practice #1: Sales and€Procurement Professionals Work Together to€Address New Problems of€Increasing Magnitude; 2 Trend #2: Sales and€Procurement Networks Are Becoming More Diffuse and€Complex; Next Practice #2: Sales and€Procurement Professionals Organize Problem-Solving Networks Across Company Boundaries; 3 Trend #3: People Expect Problems to€Be€Solved in€Real Time as€a€Group. Next Practice #3: Sales and€Procurement Professionals Must Structure a€Process and€Platform for€Live Cross-Company Engagement4 Trend #4: Big Data Has Arrived in€Sales and€Procurement; Next Practice #4: Sales and€Procurement Facilitate the€Development of€New Data-Driven, Cross-Company Interactions Fed by Digital Platforms; 5 Trend #5: Sales and€Procurement Professionals Use Their Own Transformation to€Transform the€Work Experience of€Others; Next Practice # 5: Sales and€Procurement Professionals Facilitate the€Creation of€New Personal Experiences for€Individuals in€Their Network. 6 Trend #6: Sales and€Procurement Professionals Are Asked to€Constantly Reinvent the€Business Model of€Their FirmsNext Practice #6: Sales and€Procurement Professionals Find New Sources of€Value for€Their Firm; 7 Implications for€Strategic Account Managers and€Senior Procurement Managers; Chapter 2: The Co-Creation Cycle; 1 Can We€Formulate a€Problem or Opportunity that Account Managers and€Procurement Agents Can Solve Together? (Become a€Problem-Solver). 2 How Can We€Identify and€Recruit a€Mini-community of€People on€the€Supplier and€Customer Required to€Tackle that Problem/Opportunity? (Become a€Community Organizer)3 Can We€Find a€Place or "Engagement Platform" Where This Mini-ƯCommunity of€People Can Come Together in€Live Fashion? (Become an€Event Planner); 4 At the€Event, How Can We€Help Formulate Questions or Hypotheses the€Group Would Like to€Answer, or Test, with€the€Help of€Data? (Become a€Group Facilitator). 5 Can We€Use, or Encourage, the€Development of€a€Technology Platform Linking the€Two Companies to€Secure the€Necessary Data? (Become a€Technology Advocate)6 Can We€Use the€Data Generated to€Create Insights into How the€Questions or Hypotheses Can Be€Answered or Validated? (Become an€Analytics Story-Teller); 7 Can We€Organize New Interactions with€New Players Around the€Data-Driven Insights You€Have Generated? (Become an€Organizational Coach); 8 Can We€Foster a€Sense of€Shared Experience Across Members of€Both Firms as€a€Result of€the€Effort? (Become an€Empathy Bridge-Builder).
• Publisher Details: New York : Palgrave Macmillan
• Publication Date: 2016
• Copyright Date: 2016
• Extent: 1 online resource (vii, 186 pages), illustrations
• Subjects: 658.8/1; Business; Sales management; Sales personnel -- Organization; Industrial procurement; BUSINESS & ECONOMICS -- Industrial Management; BUSINESS & ECONOMICS -- Management; BUSINESS & ECONOMICS -- Management Science; BUSINESS & ECONOMICS -- Organizational Behavior; Sales management; Industrial procurement; Business & Economics -- Production & Operations Management; Purchasing & supply management; Management science; Business logistics; Business & Economics -- Purchasing & Buying; Electronic books
• Languages: English
• ISBNs: 9781137526779; 1137526777; 1137526750; 9781137526755
• Related ISBNs: 1137526750; 9781137526755
• Notes: Note: Includes bibliographical references.; Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.