Amazon Business is looking to go after commodity markets in business-to-business sectors rather than in specialized and complex sectors such as jet engines, Evan Klein argues. Commodity-based companies should consider selling through Amazon.com's platform, but only "in tandem with an omnichannel approach -- having a physical location, effective sales force and strong digital presence," he writes.
Adapting to the cloud environment will require resellers to always look toward the next generation of technologies and solutions, says Apay Obang-Oyway of Ingram Micro's Northern Europe unit. Ingram Micro has expanded availability of the e-learning and e-training program it tested through IBM and Hewlett-Packard Enterprise.
Tesla CEO Elon Musk (Veronique Dupont/AFP/Getty Images)
Tesla has unveiled an electric Semi truck slated to hit the market in 2019, and retailers including Walmart and Loblaw have already placed orders. Walmart has preordered 10 for Canada and five for the US, while Loblaw has requested 25 for Canada.
On-demand warehousing can optimize utilization and reduce inventory costs, according to data from FLEXE. On-demand arrangements are often preferable to subleasing, which typically has longer terms, says David Egan of CBRE.
Business-to-business marketers should take a nuanced approach when identifying decision-makers by job titles, as those vary significantly depending on the company and how prospects identify themselves on social media. Sonjoy Ganguly outlines how to use machine learning to ensure your automated marketing targets the right prospects.
If you don't want your prospects to be irritated by your emails, you need to customize them using information from your customer-relationship management tools, writes Dan Tyre. Make sure your subject lines are unique for each recipient and that the resources you attach to your messages can help your leads reach their business goals.
Customer support and follow-up availability are critical to making sure your existing customers are future ones, especially in businesses with the potential for add-on revenue, writes Paul Jarvis. Too often, businesses focus on the sales process and not the customer service that should follow, Jarvis argues.
Poor communication costs companies money, writes Dean Brenner, because focus, morale and innovation can suffer. Individual communication matters, but improving that across an organization requires a high-level understanding of communications challenges and the skills required to meet them, Brenner writes.
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