Increasing business success.
For decades, technology companies have been geared towards achieving greater operational efficiency. This is especially true of automotive suppliers. Thousands of experts have streamlined processes, optimized investments and refined technologies down to the last detail.
Conventional retail has still not caught up with these developments, as customer relations are not measured or estimated accurately enough and are thus not the focus of continuous improvement. Accordingly, this area contains the highest potential for an increase in added value.
Nowadays, the greatest opportunities for success are found at the interface between B2B companies, where the product or service is defined and where it must prove valuable to the client due to its features, its price and its availability or scarcity.
In medium-sized technology companies, the primary challenge consists of making sure that the reasonable (!) requirements of customers dovetail as neatly as possible with the real (!) performance of the company. This is a complex task in itself, as it requires highly-trained engineers to rise to communicative heights in a typical B2B environment subject to time and cost pressure.
Thanks to digitalization, however, we have ever-increasing transparency in matters of services and prices. End users are environmentally conscious and value-centered in their purchasing decisions, and change their habits with increasing rapidity – sharing rather than owning, mobility rather than cars, connectivity rather than horsepower, and so on. To ensure their returns, producers shorten their product cycles, and investments must be reduced and made flexible and reusable.
B2B business now also requires taking into account end-user behavior, even and particularly when it is difficult to measure with total accuracy. Business models, value chains and retail channels need to be examined constantly.
Thus, a business requires state-of-the-art systems and sophisticated procedures. This is an absolute must. Experience, gut feeling and personal relationships, which in the past were often the only factors for success, are now the icing on the cake.