Digital Transformation of Businesses
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Digital Transformation of Businesses
A selection of documents, articles, papers, videos and other content for those interested in the transformation that is required when going 100% digital in an organization. I also try to highlight the impacts, both positives and negatives of that transformation. Like it? Please click "Recommend"
Curated by Farid Mheir
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You are in #sales? You like stats? This is for you: 107 Sales Stats to Sell Smarter

You are in #sales? You like stats? This is for you: 107 Sales Stats to Sell Smarter | Digital Transformation of Businesses | Scoop.it
What are the secrets behind the world's most successful salespeople? Uncover the hidden truths with 107 statistics that explain the method to their madness.
Farid Mheir's insight:

Knowledge is power.

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Amazing intro to excel dashboards for sales- but it applies everywhere IMHO via @lecfomasque

http://lecfomasque.com introduction to BI, dashboard and business KPIs

Farid Mheir's insight:

(in french) a good overview of excel dashboards and what they should contain. This one focusses on sales dashboards but you can replace sales with pretty much any business unit and the presentation remains relevant.


Does not dive into technical details but other presentations by Sophie provide amazing insights. Very useful.

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Why Your CRM Implementation Is Quietly Failing? Expand its user base and info gathered via @forbes @danwoodscito

Why Your CRM Implementation Is Quietly Failing? Expand its user base and info gathered via @forbes @danwoodscito | Digital Transformation of Businesses | Scoop.it
Most Customer Relationship Management or CRM implementations are governed by an incomplete vision, one that is far too internally focused, and as a result, they are quietly failing to live up to their potential.


  • The reach CRM of must be dramatically expanded to new populations of users who interact with the customers. “It is ridiculous to limit CRM to sales. In my view, every clerk walking the floor of a store, every customer service rep, every repair technician, receptionists – essentially everyone that interacts with a customer should have a view of the customer provided by CRM. Through our research we believe that for every user of CRM, there are at least 25 customer-facing individuals not using CRM, but they should,” said Augustin. “It’s not just about upselling, but about how to make the customer happier.”
Farid Mheir's insight:

Just goes to say how important system integration is within an organization.


Solutions such as CRM or SFA (but also ERPs, eCommerce, and many others) that can pull information from all the sources that an organization has about its clients, from inside (field service, customer support, etc.) and from the outside world (linkedIn, twitter, websites and more), is essential. 


This requires an enterprise strategy and architecture around the client data, which most do not have yet. This is the real challenge.

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John Presutti's curator insight, October 16, 2013 3:31 AM

But successsful implementation of CRM means Marketing, Corporate Srategy, Finance, and IT working together and speaking the same language!

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Showrooming flips shopping: 75% of consumers access smartphones in-store via @Forrester

Showrooming flips shopping: 75% of consumers access smartphones in-store via @Forrester | Digital Transformation of Businesses | Scoop.it
NEW YORK – A Forrester Research analyst at the Mcommerce Summit: State of Mobile Commerce 2013 conference said that three-quarters of consumers surveyed use their smartphones while in-store.
Farid Mheir's insight:

Mobile in stores has enabled showrooming which in turn is flipping the shopping retail model. Before it was: go online to research (tv, cars, etc.) then go in store to buy. Now it is: go in store to browse and try then go online to buy (for less usually). Complete flip of the shopping world, brick and mortar retailers are bracing for online pure plays to steal their lunch.

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More Retailers at Risk of Amazon 'Showrooming'- a blessing in disguise if they embrace the customer shopping flip

More Retailers at Risk of Amazon 'Showrooming'- a blessing in disguise if they embrace the customer shopping flip | Digital Transformation of Businesses | Scoop.it
Target and Best Buy have made it clear they are fighting the phenomenon of showrooming, in which customers browse for television sets and other products in stores and then buy them online for less.


A new study of Amazon customers who research products in stores byPlaced, a mobile analytics company, offers some insight into who else could be at the greatest risk of losing business to showrooming.

Farid Mheir's insight:

Showrooming may become a major disruption for established retailers. As customers flip their shopping patterns to go in store first then buy online, retailers should see showrooming as a blessing in disguise. They have the physical presence, the stores, which Amazon does not. It is much easier for them to open price competitive online stores and modify the store merchadising - and maybe size - to offer the best of both worlds. But this has a cost and require a huge change in their processes and people.


After all it may be easier for Amazon to open showrooms...

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From 0 to 1.4 Million Visitors in 6 Months: A Lesson in Building Organic Traffic- my take: SEO is lots of work

From 0 to 1.4 Million Visitors in 6 Months: A Lesson in Building Organic Traffic- my take: SEO is lots of work | Digital Transformation of Businesses | Scoop.it
Acquiring organic traffic requires the right keywords, well-researched and developed content, and precision timing.
The Takeaway
  • Useful content and a solid, well-researched roadmap is the best way to acquire organic traffic.
  • If your content is serving a purpose, is accessible, and is easy to consume – your readers will build all of the links you will ever need, and your online presence will flourish as a by-product.
  • Put in the time, do the research, build your own websites, talk to everyone you can, TEST, and you will start seeing improvements in your organic search.
Farid Mheir's insight:

Search Engine Optimization - SEO - is the blackart of making sure a website returns in the first results of a google search. Most digital transformations have a web component that requires decent search results position so I believe this story is very interesting. Follow the links provided by the author to learn more about this subject.

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The Walgreens path to omnichannel success- we will see more of this in the future

The Walgreens path to omnichannel success- we will see more of this in the future | Digital Transformation of Businesses | Scoop.it
Walgreen's E-commerce VP Miguel Almeida explains the offline and online approaches that has helped the company's growth as an omnichannel retailer.
Farid Mheir's insight:

The Walgreens case study is a sign of the times because most brick-n-mortar retailer ar embarking in an omni-channel transformation to stay relevant in the face of online pure-plays like Amazon as they break down the barriers of eCommerce sales without a physical presence. BestBuy is doing it, Walmart is doing it and I assume most other retailers are thinking about it given the evel of interest around the topic at the recent NRf show in NYC.

What we can learn from Walgreen is that physical presence should not be a bad thing if you embrace digital technologies - mobile, eCommerce, showrooming, store pickup of internet orders, etc. - to differentiate your offering from pure plays by leveraging your physical presence to offer improved customer service (that's the omni-channel part). If you don't and try to compete on price, as is mostly the case now, pure plays will win because they do not have to support a network of stores with employees and cash registers.

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Google Is Building A Same-Day Amazon Prime Competitor, “Google Shopping Express”

Google Is Building A Same-Day Amazon Prime Competitor, “Google Shopping Express” | Digital Transformation of Businesses | Scoop.it
Google is stealthily preparing to launch an Amazon Prime competitor called "Google Shopping Express." According to one source the service will be $10 cheaper than Amazon Prime at $69 a year and offer same-day delivery from brick-and-mortar stores...
Farid Mheir's insight:

Interesting when you compare this with the Boston Consulting survey on same-day delivery which basically says that retailers are embracing same-day delivery but that customers really don't care about it.

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Death by a Billion Clicks - can BestBuy comeback?

Death by a Billion Clicks - can BestBuy comeback? | Digital Transformation of Businesses | Scoop.it
Best Buy ruled retail until it was knocked sideways by the Internet. Can it make a comeback, or is the big-box era officially over?


But Best Buy faced an even more fundamental challenge: The entire big-box retail industry appeared to be dying...


The mobile Internet posed an even larger problem for big boxes. Showrooming was a potentially existential challenge—customers coming into the store to get hands-on experience with a product, then whipping out their smartphone to purchase it from Amazon at a lower price...

Farid Mheir's insight:

What is even more interesting comes midway through the article: BestBuy still sells a lot of stuff, so even though there are challenges ahead the bulk of sales today remain in stores.


"It’s the biggest PC retailer, the biggest independent phone retailer, and the largest camera retailer in the world. It sells more tablets than any other retailer—including Apple. Last year, Best Buy clocked $50 billion in sales, roughly the same as in 2010. That’s about 50 percent more than the next-largest consumer-electronics retailer, Walmart. Analysts estimate that Amazon does just about $14 billion in annual electronics sales."

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Apple Has Twice the Sales Per Square Foot of Any Other U.S. Retailer

Apple Has Twice the Sales Per Square Foot of Any Other U.S. Retailer | Digital Transformation of Businesses | Scoop.it
Apple's retail stores makes more than $6,000 per square foot, more than twice that of the next most productive retailer.
Farid Mheir's insight:

This demonstrates that physical presence remains important in the digital world. But the experience can be transformed, as is the case in Apple stores that combines product demonstrations, classes, service - genius bar - as well as instant availability of products - no delivery delays. Moreover, with an Apple account, you can leave without a paper invoice - it gets emailed to you.

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Economics is pushing sales online. Handling a sale via the Web can cost as little as $25, whereas a traditional sales call can cost up to $500.

Economics is pushing sales online. Handling a sale via the Web can cost as little as $25, whereas a traditional sales call can cost up to $500. | Digital Transformation of Businesses | Scoop.it
  • Inside selling, which keeps pitchmen off the road, is growing far faster than in-person sales—and by some estimates it’s 10 times cheaper.
  • Industry estimates show each contact with an inside salesperson might cost a company $25 to $30, compared with $300 to $500 for a field staff person with travel expenses
Farid Mheir's insight:

Sales are being transformed, not eliminated, with digital collaboration technologies. It can help cut costs and improve productivity not only with high tech companies like Verizon or Rosetta Stone but also with Ulrich Barn builders which sells barns and sheds, made out of wood and other real world materials.

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Digital to Account for One in Five Ad Dollars - eMarketer

Digital to Account for One in Five Ad Dollars - eMarketer | Digital Transformation of Businesses | Scoop.it
eMarketer’s latest forecast for worldwide digital ad spending finds digital taking an ever-greater share of total media ad dollars. By 2016, more than one-quarter of spending will go to online and mobile internet formats.
Farid Mheir's insight:

No surprise, advertising digital transformation is well under way and accounts for a substantial part of the total already. Growth, however, is predicted to slow down and stay at 11% in Canada for example.

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Amazon’s Secret Sauce

Amazon’s Secret Sauce | Digital Transformation of Businesses | Scoop.it

The leader in digital retail, of course, is Amazon. It’s well known how they’ve revolutionized retail (and, more impressively, continue to revolutionize it). What’s less well known is how they’ve done it.


We did some analysis recently to understand how Amazon continuously moves the bar ever higher. In that analysis, we think, are clues for how multichannel retailers can improve their own operations and create the kind of customer experiences that Amazon has made standard across so many industries. Here is a short slideshow of the most intriguing insights we found:

Farid Mheir's insight:

Slide 9 : McKinsey presents very convincing arguments to show how Amazon has addressed almost all of the top reasons that prevent consumers from buying online vs. in-store. This should be required reading for all store owners and managers during startegic planning season.

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Curated by Farid Mheir
Digital transformation technology consultant and Enterprise Architect. Works with business executives in the fields of eCommerce, Cloud, Web2.0, enterprise2.0, sourcing2.0