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B4B: How Technology & Big Data are Reinventing the Customer-Supplier Relationship Hardcover – 1 Jun 2014

4.6 out of 5 stars 5 customer reviews

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Frequently bought together

  • B4B: How Technology & Big Data are Reinventing the Customer-Supplier Relationship
  • +
  • Consumption Economics: The New Rules of Tech
  • +
  • Technology-As-A-Service Playbook: How to Grow a Profitable Subscription Business
Total price: £59.84
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Product details

  • Hardcover: 1 pages
  • Publisher: Point B, Inc. (1 Jun. 2014)
  • Language: English
  • ISBN-10: 0986046205
  • ISBN-13: 978-0986046209
  • Product Dimensions: 15.5 x 2 x 23.1 cm
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 414,353 in Books (See Top 100 in Books)
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Product description

About the Author

J.B. Wood is president and CEO of the Technology Services Industry Association (TSIA). He is a frequent industry speaker and author of "Complexity Avalanche" (2009), co-author with Todd Hewlin and Thomas Lah of "Consumption Economics" (2011), and has appeared in "Fortune," "The New York Times," "The Wall Street Journal," and other leading publications. He was formerly the CEO of Prognostics and executive vice president of InsightExpress.

Todd Hewlin is managing director of TCG Advisors, a Silicon Valley consulting firm. Previously a partner at McKinsey and a senior executive at Symbol Technologies, he is regularly found in the boardroom of public and private technology leaders advising them on growth strategy and business transformation. His articles have been published in the "Harvard Business Review" and "McKinsey Quarterly."

Thomas Lah is executive director of the Technology Services Industry Association (TSIA). Since 1996, he has helped a broad range of companies establish or improve their professional services organizations and is known worldwide for his incisive analysis, strategic thinking, and creative solutions.


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Format: Kindle Edition Verified Purchase
It's good follow on to their previous book (which you could skip and just go straight to this), but it is a bit word in places with multiple examples. I get the impression to bulk the book out a bit because in the end, the model they are describing really is quite simple and doesn't need a large book to describe. Still good though and worth reading if you are considering moving from traditional model to consumption economics.
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Format: Kindle Edition
For more than a century, at least back to 1884 when founder and CEO of National Cash Register, James Patterson, devised it, the B2B (i.e. business to business) model has been dominant. In recent years, a B2B2C model was developed. B1's focus was shifted to doing as much as it could to help to strengthen B2's relationship with its customers. To what does this book's title refer? According to, J.B. Wood, Todd Hewlin, and Thomas Lah, "B4B seeks to frame what is possible in an age where suppliers are connected to their customers in real time. The traditional world of B2B was designed to sell things to customers, whereas the new B4B model will be about delivering outcomes for customers. It's a whole new ballgame. Using powerful models and specific examples, B4B envisions a next-generation tech industry where suppliers play an active, ongoing role in helping business customers achieve unparalleled value from their technology investments."

As I worked my way through this book, I was again reminded of the title of one of Marshall Goldsmith's recent books in which he explains why "what got you here won't get you there." In fact, I presume to add that "what got you here won't even keep you here," wherever and whatever "here" may be. Patterson's B2B served NCR and countless other companies well for decades but it should be noted that this model, albeit fundamentally sound, still required frequent tweaking from time to accommodate changes in the given marketplace. The same will be true of B4B, only I doubt if it will remain dominant for more than a decade, if that.

All this and much more are thoroughly explained in this book.
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Format: Kindle Edition Verified Purchase
Good book if you want to start to think about Cloud and how to create and understand the business side of cloud computing
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Format: Hardcover Verified Purchase
Excellent book, forward thinking and a great next step in customer first for results!
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Format: Hardcover Verified Purchase
Great book!
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