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When the Numbers Still Look Fine, Look Harder
Revenue Can Be Late to Tell the Truth
Without a compass, course correction isn't really an adjustment. Too often, a company can drift while the scorecard still looks respectable.
But underneath the dashboard, buying behavior may already be changing. Customers take longer to decide. Procurement gets more involved. Good prospects ask harder questions. Deals that used to move cleanly now need another approval, discount, or proof point.
Early warning signs rarely show up with a siren attached.
The Retail Resistance: Is Amazon Suddenly Vulnerable?
Mon, Nov 18, 2019 — From its humble beginnings as a quaint online bookseller, Amazon has become a global colossus. By selling everything from Salad Shooters to servers, and from tiny doll houses to REAL tiny houses, today’s Amazon accounts for about half of online transactions conducted in the U.S. Clearly, Jeff Bezos has unlocked the secret to how things should be sold online. For any retail business, how can you lose by joining up? But, crawling from the shadows cast by the Amazon monolith is the beginning of a resistance movement – being led by a surprise rebel.
What B2B E-commerce can Learn from Consumer Retail
Tue, Apr 25, 2017 — The world of consumer retail is in the midst of rapid transformation. Traffic in brick-and-mortar stores is decreasing. Consumers are moving away from shopping malls. Traditional advertising—whether via direct mail, TV ads or newspaper and magazine ads—is losing its relevance.