Going From Card To COD
I've been buying stuff online since circa 1998 but a few recent events have taken the edge off my enthusiasm for ecommerce: Driven by VCs braying for profits, many Indian…
Product Or Service? CBSA Helps You Take The Dilemma By The Horns
Many technology vendors sell analytics as a product. However, many marketers want to buy analytics as a service (because it's easier to get a tangible Return on Marketing Investment that…
How To Lie With Big Data
Darrell Huff's classic How To Lie With Statistics is as relevant now as it was when it was published 60 years ago. In fact, it's perhaps more relevant now because, as…
How CX Drives Sales
In this day and age of Amazons and Flipkarts, it shouldn't take much for a business to appreciate the importance of customer experience. Nevertheless, when we recommend certain features to…
Retail Is Barking Up The Wrong Tree Against Ecommerce
Although I had my first taste of ecommerce as far back as 1998, over the years I've preferred to shop at brick-and-mortar stores - at least in India - because…
Big Pharma Turns To CEM For Cure
Medical representatives sell prescription drugs by detailing doctors and canvassing drugstores. They do not contact patients who actually consume the medicines. This makes sense because, in the pharma industry, patients…
When Should Mobile Apps Ask Their Users To Register?
Just like some people will never pay for a mobile app - or any digital content for that matter - I'll never use a mobile app that forces me to…
Thank God Google Acquired FeedBurner Along With Its CAPTCHA
When we separated our company blog from my personal blog Talk of Many Things, I had to migrate our business email subscribers from the latter to the former. Since I…
How To Make Co-Creation Work?
It's over a decade since the late C K Prahalad and Venkat Ramaswamy wrote their seminal book The Future of Competition: Co-Creating Unique Value With Customers. During this period, users have…
Right And Wrong Ways Of Using Case Studies
All business development teams understand the importance of case studies in B2B technology sales. But, when it comes to producing and using them, we've come across two diametrically opposite approaches followed…