Archive for the ‘Business Offers’ Category

Case study: OneAccess increases B2B client engagement 3-5x with an improved Web-based customer buying experience

December 17, 2014

OneAccess HQMany technology companies still tend to commercialize their products and services based on a combination of the technologies used and the key capabilities delivered to their customers.

Aside from only speaking to the needs of their technically versed client-side users, this approach usually fails to keep up with customers’ broader, evolving needs, especially when new, disruptive offerings emerge or existing technologies become obsolete.

We recently helped one global enterprise IT provider improve it’s Web-based customer buying experience, resulting in significantly greater customer engagement. (more…)

Successful companies mix digital and traditional channels to satisfy their clients and achieve business objectives

January 15, 2014

Mixing traditional and digital channelsWith 2014 now firmly underway, there is no doubt that digital and social media along with mobile technologies remain at the top of the agenda of many marketing leaders. They are seen as critical paths for expanding their addressable market reach and growing the business.

While there is no doubt that digital marketing tools can boost the public awareness of a company and of its offers, while offering clients a personalized and interactive way of engaging with their brands, to achieve measurable business results, digital tools must be part of a company’s broader, well-thought out marketing strategy. Otherwise, it’s like spending money to generate more noise in an increasingly crowded marketplace. (more…)

Tech companies: Sell customer value rather than products

July 22, 2013

Sell customer value propostions rather than productsDuring our recent interactions and discussions with various technology firms in the software, Web and telecoms sectors, it seems that when commercializing their products and services, the majority focus on either promoting the features and characteristics they offer clients (e.g. A cloud-based file sharing services that syncs across mobile and desktop devices), or on the practical benefits that clients get from buying their offers (e.g. Simple, secure file sharing from anywhere).

While many companies offer leading edge, technology-based products and services, a large number end-up with a ‘me-too’ approach.

Such products and services usually lack a clear set of measurable advantages that come from using the offer as compared to the next best market alternative, including the unique value provided to prospective customers.

Does this really matter in our quickly-evolving technology marketplace? (more…)

Case study: Creating increased client growth for a new enterprise SaaS offer

February 25, 2013

Creating increased client growthThere are many emerging technology companies filled with talented people with a knack for designing and creating great one-off products and services. However, to stimulate growth such companies also need the ability to quickly create and commercialize competitive, market-driven offers appealing to a broader range of clients.

We recently helped one particular Web firm transform a one-off product into a growing business opportunity. (more…)

Become indispensable to clients by helping them control costs

January 23, 2013

Become indispensable to your corporate clients by helping manage costsIn the current business environment, controlling the total cost of ownership or TCO of a new technology investment is high on the agenda of most business leaders.

This is especially true for companies that rely on hardware and/or software-based systems to deliver commercial products and services to their end-clients.

However, given the increasingly complex and disruptive nature of technology today, this is becoming a complicated and difficult task. Technology suppliers that can help their clients manage costs are well-placed to become indispensable to the success of their clients. (more…)

Designing winning products that deliver a great customer experience

March 26, 2012

ImageFor each market there are tens to thousands of products and services, of which only a small part are truly successful.

While there are many reasons that can lead to the success of products and services, the outstanding ones have been designed and delivered in a way that provides a great customer experience.

Great products usually resolve common problems, they provide users with added benefits, they are convenient and easy to use, they satisfy other needs that customers didn’t know existed and they tend to be fun and engaging to use. But above the best products and services deliver a better user experience compared to others. (more…)

Why Total Cost of Ownership matters more than Price

March 15, 2012

ImageWithin today’s economic context managing the cost base has become a priority for most consumer households and companies alike.

When it comes to commercializing technology-based product or services, especially those offering additional benefits seen mostly over the long term, technology companies (both as suppliers and buyers of goods and services) need shift the focus from the sale price to the total cost of ownership (TCO).

To understand why TCO is so important we first need to consider what it means.


Innovating social commerce: AmEx cardholders Tweet to save

March 9, 2012

In a recent post I looked at the most innovative companies, which include American Express in the finance category (it was 1 of 2 non-web finance companies featured).

AmEx recently announced a brilliant service for its cardholders, allowing them save money by effortlessly redeeming promotions using Twitter.

This is a beautiful example of how a 162-year old company can still be innovative and deliver measurable value to its clients and partners.


Helping Small Businesses thrive with integrated communication and collaboration apps, delivered as a service

April 19, 2011

Mid-sized and Large enterprises have been traditionally well served by telecom and IT vendors such as Verizon, Orange, IBM, HP, Microsoft and Oracle.

However, when it comes to Small Businesses, the ICT market leaves much to desire. In particular: (more…)

Why customer value propositions really matter

July 1, 2010

Today’s market offers end-users of all types a plethora of Web-based services, delivered over the top-of any Internet access. As a results of the huge growth of mobile Internet services, along with evolving user behaviour and changing expectations, end-users no longer look to network services providers to fulfill their needs in areas such as communication, collaboration, entertainment, information and productivity. Just consider Skype, Facebook, Shoutcast or Google Docs.

This evolving context has pushed the value away from the networks used to deliver services, to the services themselves, allowing more companies to compete for end customers using a range of business models.

In a world where the growth of traditional services is unlikely for most service providers, and cost reduction is probably not enough to compete over the long term, focusing on developing better, customer-centric value propositions is a key value-creation strategy, offering top and bottom line impact if done right.

The questions then becomes, how do you systematically create market-drive offers that end-customer really want?