cam a22 2 4500 390171190 CHVBK 20201009005415.0 cr nn|008mamaa 161201s2016 xxu||||-s---- 0 0|eng-d autom. Import ab Springer MARC Records 08.03.2017/BUME 978-1-137-52677-9 ebook 10.1057/978-1-137-52677-9 doi (IDSSG)000879946 (LIBIB)000403145 Springer ger SzZuIDS HSG rda HD39.5 658.72 23 Gouillart Francis Verfasser aut The Co-Creation Edge Harnessing Big Data to Transform Sales and Procurement for Business Innovation by Francis Gouillart, Bernard Quancard New York Palgrave Macmillan US 2016 1 Online-Ressource text file PDF rda Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. Sales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as "best practices", the authors coin them "next practices." These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. If these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear. . Business Business logistics Industrial procurement Quancard Bernard Verfasser aut Printed edition 9781137526755 https://doi.org/10.1057/978-1-137-52677-9 Full text for the University of St. Gallen BK020053 XK020053 XK020000 noalma ids I fhlseb libib X bw FL IDSSG HSG HSG ONL HONL000879946 LIBIB FLFHL FLFHL OL - NELFHL1702 Zugriff nur vom Uni-Campus IDSSG 100 1- Gouillart Francis Verfasser aut IDSSG 700 1- Quancard Bernard Verfasser aut IDSSG 776 08 Printed edition 9781137526755 IDSSG 856 40 https://doi.org/10.1057/978-1-137-52677-9 Full text for the University of St. Gallen LIBIB 100 1- Gouillart Francis J. (DE-588)1064608086 Verfasser aut LIBIB 700 1- Quancard Bernard Verfasser aut LIBIB 856 -- http://dx.doi.org/10.1057/978-1-137-52677-9 Download für Uni Volltext