The Great Office Supplies Caper

The Pull Economy and the Tsunami of a Channel Convergence Event

by Ian M. Elliott | 8/27/19 8:02 AM

In a mature industry, there are usually dozens of established players, each of whom has its turf to protect and considerations to meet. However, even the largest of these players cannot prevent the changes sweeping through legacy business practices...

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Topics: Business Transformation, Channel Convergence

Why the sales role must adapt to the increasingly well-informed customer

by Ian M. Elliott | 7/23/19 7:41 AM

Historically, goods and services have been pushed into the stream of commerce, with the consumer having little say in the format of the configuration of the product or service it's interested in. In a series of potentially self-serving...

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Topics: Business Transformation, Channel Convergence