Tag Archives: Market Research

What Salespeople Need to Know About the New B2B Landscape


Forget the funnel and the classic AIDA model, what a colleague of mine describes as “disrupt the linearity“, buyer’s journey aren’t linear anymore.  It’s about being closely aligned between sales and marketing, in a smart and adaptable combination of in person and on line relevant activities, of course customer obsessed. It’s no longer an “OR”, but rather an “AND”. 

This HBR article, source below, is not very recent (2015), but reading it again just highlighted how we should completely revisit our joint Sales & Marketing go to market. Key to your success if not done already or at least started, digital and human have never been so much interweaved than today in B2B demand generation. 

Source: What Salespeople Need to Know About the New B2B Landscape

McKinsey’s State Of Machine Learning And #AI, 2017


Amazing new areas of growth, innovation and focus for investment. Definitely #AI and #MachineLearning to watch. Here is a good summary from Forbes:

  • “Tech giants including Baidu and Google spent between $20B to $30B on AI in 2016, with 90% of this spent on R&D and deployment, and 10% on AI acquisitions.
  • Artificial Intelligence (AI) investment has turned into a race for patents and intellectual property (IP) among the world’s leading tech companies.
  • U.S.-based companies absorbed 66% of all AI investments in 2016. China was second with 17% and growing fast.
  • By providing better search results, Netflix estimates that it is avoiding canceled subscriptions that would reduce its revenue by $1B annually.

These and other findings are from the McKinsey Global Institute Study, and discussion paper, Artificial Intelligence, The Next Digital Frontier (80 pp., PDF, free, no opt-in) published last month. McKinsey Global Institute published an article summarizing the findings titled How Artificial Intelligence Can Deliver Real Value To Companies. ”
More on Forbes

Best Internet Trends Presentation – Web 2.0 Summit


KPCB Internet Trends 2011

View more presentations from Kleiner Perkins Caufield & Byers

As usual, Mary Meeker delivered this presentation during Web 2.0 summit and summarizes important trends in our industry with a lot of meaningful data.

Internet Trends 

  1. Globality – We Aren’t In Kansas Anymore… 
  2. Mobile – Early Innings Growth, Still… 
  3. User Interface – Text -> Graphical -> Touch / Sound / Move 
  4. Commerce – Fast / Easy / Fun / Savings = More Important Than Ever… 
  5. Advertising – Lookin’ Good… 
  6. Content Creation – Changed Forever 
  7. Technology / Mobile Leadership – Americans Should Be Proud 
  8. Mega-Trend of 21st Century = Empowerment of People via Connected Mobile Devices 
  9. Authentic Identity – The Good / Bad / Ugly. But Mostly Good? 
  10. Economy – Lots of Uncertainty 
  11. USA Inc. – Pay Attention!

Emmanuel Obadia in a podcast (French)




BFM : L’innovation en Europe et le secteur des logiciels
09 juillet 2011
Actualité : baromètre BVA/Syntec pour 01Business&Technologies. 
  • GAEL SLIMAN, Directeur Général adjoint de BVA opinion, 
  • BRUNO VANRYB, PDG d’Avanquest Software et président du Collège des « éditeurs de logiciels » du Syntec Numérique, 
  • EMMANUEL OBADIA, Senior Vice President Enterprise Products chez Sage. 
Coup de pouce à une start up : Jérôme Valette, directeur général de aEnergis, une start up qui optimise la collecte des déchets grâce à un système de capteurs radio.

Online leads: do you act timely to respond?



Reading an interesting research summary in HBR that I wanted to share.

Whether you are a B2B or B2C company, the time taken to respond to prospects stimulus online can significantly change the ROI of your web presence. As this research shows, many firms are too slow to follow up on these leads. As HBR states:
– 37% responded within an hour
– 16% within one to 24 hours
– 24% took more than 24 hours
– and 23% never responded at all!

As companies are investing significantly to get prospects out of the web, they should have a much better turnaround, don’t you think?

Reasons not to do so include retrieving leads from CRM daily rather than on the fly, sales forces focusing on their own generated leads and rules for leads dispatching not effective enough (“fairness” can be damageable).

Where are you with this? Better know where your marketing ROI is headed sooner than later.

Happy Easter.

– Posted using BlogPress from my iPhone

Unhappy Customers Can Be Won Back via Social Media


According to a report (pdf) sponsored by RightNow, Social Media is an effective way to bring back unhappy customers. Marketing Charts reports about it as well here. The research present a number of facts to support this: 

– 68% of consumers who posted a complaint or negative review on a social networking after a negative holiday shopping experience got a response from a retailer.
– 18% of those turned into loyal customers, 33% turned around and posted a positive review and 34% deleted their original negative review
On top of it 50% of consumers say great customer service/experience influences their decision to buy from a specific online retailer and after a positive shopping experience 31% purchased more from this retailer.
Finally, 28% of consumers looking for information or support with online shopping researched what other customers said on social networking and reviews websites.
In many cases, the 32% of US consumers who posted a negative review of a holiday shopping experience in 2010 and were ignored by the retailer simply had a bad impression reinforced. Six in 10 (61%) of these consumers said they would have been shocked had the retailer contacted them.
So YES social media has a growing influence on your customers loyalty and you should be paying attention to it. Actually we all know that a happy customer is the most effective sales influencer when turned into an advocate.

According to the same research, for consumers who had a positive exeprience this holiday season online, 21% recommended the retailer to friends and13% posted a positive online review about the retailer.

2010: Resurgence for Digital Media in the Wake of the Recession


I mentioned previously this interesting research from Comscore, and I wanted to highlight more general trends about digital media coming out of it.
Comscore outlines that the digital media industry responded with significant growth across various media platforms to the wake of the recession. As they say: 

“Industry innovations brought an unprecedented number of options to consumers as digital media continued to weave itself even tighter into the fabric of Americans’ daily lives.” — comScore

Key findings about consumer trends, highlighted in the report, include:
  • Following 2 years of depressed consumer discretionary spending, the economy showed signs of improvement, leading to positive growth for the e-commerce market. Total U.S. e-commerce spending reached $227.6 billion in 2010, up 9 percent versus the previous year. Travel e-commerce spending grew 6 percent to $85.2 billion, while retail (non-travel) e-commerce spending jumped 10 percent to $142.5 billion for the year.
  • Social networking continued to gain momentum throughout 2010, with 9 out of every 10 U.S. Internet users now visiting a social networking site in a month, and the average Internet user spending more than 4 hours on these sites each month. Nearly 1 out of every 8 minutes online is spent on Facebook.
  • The U.S. core search market grew 12 percent overall in 2010, driven by a 4-percent increase in unique searchers and an 8-percent increase in the number of search queries per searcher.
  • U.S. Internet users received a total of 4.9 trillion display ads in 2010 with display ad impressions growing 23 percent in December 2010 versus December 2009. Social networking sites, which now account for more than one-third of all display ad impressions, were a significant driver of growth in the display ad market in 2010.
  • In December 2010, the average American spent more than 14 hours watching online video, a 12-percent increase from the prior year, and streamed a record 201 videos, an 8-percent increase.
  • Major milestones in mobile were crossed during the year as smartphones reached 1 in 4 mobile subscribers and 3G penetration crossed the 50 percent threshold. Approximately 47 percent of mobile subscribers are now connected Internet media users (via browsers, applications or downloaded content), up 8 percentage points from the previous year.

In short, businesses should consider these aspects of Digital Media in their strategies to be successful in the coming years:

  1. e-commerce
  2. Social Media Presence
  3. Search
  4. Advertising 
  5. Video on line as convergence with traditional TV continues to blur
  6. Mobile media for both consumption and as an alternative e-commerce platform