.png?width=1500&height=398&name=CO_Corporate%20Logo%202021_4C_HOR_FNL-1%20(1).png)
Winning the Fraud and Cybersecurity Race: A Go-to-Market Blueprint for Competitive Edge
Fraud and cybercrime have become a systemic, trillion-dollar drag on the global economy—but the fight to turn the curve is more than a market opportunity.
Over the past few years, I have worked alongside cybersecurity and fraud-management teams in government, banking, and payments, and nothing is more satisfying than seeing a new solution stop a romance scam or prevent a pensioner from losing their life savings.
The Four Basic Pillars of Digital Economics
Sat, Feb 16, 2013 — For many companies in both the B2C and B2B markets, selling online is a must. Whether selling digital goods like downloadable software, SaaS-model subscription offerings or actual physical goods, in my experience there are a few straight forward and basic economic pillars of selling online that are often overlooked. While your products, pricing and promotions are important, I’ve seen that a renewed focus on the intersection of these four pillars delivers significant increases in sales. These pillars are: • Traffic • Close rate • Average order value (AOV) • Retention
6 Reasons for Marketing Involvement In Supply Chain Management
Mon, Oct 22, 2012 — Customer Relationship Management The idea that a company can increase their competitiveness by focusing on how a company interacts with its customers is not new but little has been accomplished to this end across corporate America. In 1992 the Harvard Business Review published a ground-breaking paper called Staple Yourself to an Order. I came across this paper several years after it was written, while I was in an operations and logistics role and it captured my imagination. In essence what the paper was saying is that companies did not have an end-to-end process around customer relationship management. There were no processes in place to manage the customer at every interaction point in a consistent manner. There is a great chart in this document on page 6 entitled "Why Orders Fall through the Cracks" (see below) that really captures the issue and illustrates a typical organizational structure and what happens to a customer going through the entire process of placing an order.
Sales is RIGHT? It IS Marketing's Fault?
Sun, Sep 30, 2012 — The Eternal Conundrum. The sales executive comes to you and says that marketing isn't delivering qualified leads. The marketing executive responds that they are delivering qualified leads, but the sales people can't close them.
3 Steps to Improving Customer Retention
Wed, Mar 28, 2012 — As someone who once helped the pest control giant Terminix exterminate a nasty customer retention problem, I've seen what a difference a few strategic adjustments can make. So if you're facing the same issue, let me assure you that there are steps you can take to stamp it out.