Merging value chains to create irresistible customer benefit
A big media and publishing company was looking for a partner in Finland who could help them connect with a fragmented market and people's evolving habits of consuming content.
The companys efforts to grow bigger and more flexible at the same time were hampered by a pre-digital way of thinking about the publishing business as a closed, single-channel structure.
A way forward was created by combining content production with channel and output management, creating an unprecedented variety of tools to meet customer demand. The offering helped the company to merge its own user and production value chains with their end customer media usage value chains.
The result was a flexible, transparent organisation solution with a new, customer experience driven focus, with great gains made in cost-efficiency
Colliding experience with vision to convert business as usual into runaway success
An e-commerce payment service provider was looking for a partner in the Nordics to help them get transparent real-time information of customers' paying behavior and cashflow streams to help them make better credit decisions and create trust among their customers.
There were too many partners between the company and their customers. The company was unable to monitor cash streams in real time, or create flexible and customer-specific collection processes.
A digital user platform was created to streamline and utilise different information streams. Each country was able to take the right actions and the right dialogue for each end-customer with the possibility for the company to react and adjust to changes in their customers' behaviour.
The online system improved the customers' debt recovery experience, fulfilling at the same time the company’s vision to create healthier cashflow streams, creating versatile opportunities for the company to sell to the right customers with fewer credit losses.
Integrating goods and services to create lasting value for all stakeholders
A state authority issuing licenses, registration and approvals for vehicles found that their fragmented business model was creating unnecessary bottlenecks resulting in prolonged lead-times and end-customer dissatisfaction.
To create a complete, integrated fulfilment lifecycle – including the ordering, production, delivery and deleting of documents – the partnership system was completely rebuilt from scratch, allowing for highly automated routines and intensive utilisation of digital technology.
The result introduced streamlined and transparent new ways to receive and track orders and follow up on their delivery. Logistic solutions and digital solutions combined to create an integrated document lifecycle, resulting in shorter lead-times and decreased expenses.
Businesses start, grow and boom with the human factor
Companies everywhere must keep up with the latest trends in order to stay competitive. When they start using new technologies or data, and combine value chains with products or services, typically the processes or practices also change.
Change management is needed. In sales it is about preparing and supporting customers, individuals, teams and organisations in making the necessary changes.
The key is to understand where each employee or group is on their journey of change. To understand what development gaps there are in resources, grasp the reasons for employee resistance, or spot the difficulties in communication.
Most roadblocks can be overcome by communicating within the organisation to convey the benefits of the changes to come. Here sales can function as a facilitator and an assembler.
Sales will create an offer to employees that they cannot refuse – making clear how those changes will directly benefit them as employees and how it will shape the corporate culture, improving their wellbeing and their lives.