How Consumers Buy Today - Harnessing the Buying Journey to Get More CustomersTodd Ebert
It’s not debatable that the Internet and social media have changed the way we communicate, learn, work, play, and buy. So, have you taken the time to really think about the process your customers take to find you, research you, compare you to competitors, and ultimately choose you? We call that process the consumer buying journey, and this ebook explains how to apply it to your marketing strategy in order to get more customers.
7 Content Marketing Trends That Matter in 2017Jay Baer
Content marketing will be harder than ever in 2017. More content. More competition. More channels. More pressure. Jay Baer and his Convince & Convert Consulting team present the 7 content marketing trends you need to know (and implement) in 2017.
20 Tips to Improve Sales on your Ecommerce SiteJosh Levine
Just returned from Surf Expo 2015 in Orlando, FL. The presentation, which was tailored to small businesses in the surf & skate industry, shares 20 practical tips to increase ecommerce sales based on our years in the trenches across multiple industries. (I'll be uploading video of presentation shortly)
Session Description:
20 Tips to Improve Sales on your Ecommerce Site
Speaker: Josh Levine, CXO and co-founder of Alexander Interactive
Whether you’re an ecommerce newbie or been in the game for years, your site must evolve in order to meet customers’ rising demands. Josh Levine, ecommerce design expert and frequent speaker throughout the retail industry, will pull from his 15 years in the trenches with brands like Saks Fifth Avenue, Lowes, and Schwinn, to show you how your site can rise above the competition and convert browsers into buyers.
He’ll share tactics to improve sales, focusing on high impact areas of your site– navigation, homepage, product page, cart, and checkout. Learn how to make it easy for customers to discover, research and ultimately buy the products they need. You’ll also learn techniques to strike a balance between lifestyle content and commerce in order to maximize engagement and inspire customers to act. So bring the notepad to this one and be prepared to walk away with actionable tips to boost that bottom line.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
How Consumers Buy Today - Harnessing the Buying Journey to Get More CustomersTodd Ebert
It’s not debatable that the Internet and social media have changed the way we communicate, learn, work, play, and buy. So, have you taken the time to really think about the process your customers take to find you, research you, compare you to competitors, and ultimately choose you? We call that process the consumer buying journey, and this ebook explains how to apply it to your marketing strategy in order to get more customers.
7 Content Marketing Trends That Matter in 2017Jay Baer
Content marketing will be harder than ever in 2017. More content. More competition. More channels. More pressure. Jay Baer and his Convince & Convert Consulting team present the 7 content marketing trends you need to know (and implement) in 2017.
20 Tips to Improve Sales on your Ecommerce SiteJosh Levine
Just returned from Surf Expo 2015 in Orlando, FL. The presentation, which was tailored to small businesses in the surf & skate industry, shares 20 practical tips to increase ecommerce sales based on our years in the trenches across multiple industries. (I'll be uploading video of presentation shortly)
Session Description:
20 Tips to Improve Sales on your Ecommerce Site
Speaker: Josh Levine, CXO and co-founder of Alexander Interactive
Whether you’re an ecommerce newbie or been in the game for years, your site must evolve in order to meet customers’ rising demands. Josh Levine, ecommerce design expert and frequent speaker throughout the retail industry, will pull from his 15 years in the trenches with brands like Saks Fifth Avenue, Lowes, and Schwinn, to show you how your site can rise above the competition and convert browsers into buyers.
He’ll share tactics to improve sales, focusing on high impact areas of your site– navigation, homepage, product page, cart, and checkout. Learn how to make it easy for customers to discover, research and ultimately buy the products they need. You’ll also learn techniques to strike a balance between lifestyle content and commerce in order to maximize engagement and inspire customers to act. So bring the notepad to this one and be prepared to walk away with actionable tips to boost that bottom line.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
Ask yourself this question: is your approach to digital marketing strategy hitting all of your KPIs and objectives? For many marketers, the answer to that question is a resounding “maybe.” This Digital Marketing Strategy Master Class will give you the tools you need to answer that question. Learn how to research and craft personas, mine data and analytics for planning insights, create amazing planning shortcuts that save you time and optimize marketing campaigns to enhance your brand’s customer experience.
Best Marketing Advice - 100 Global Experts Share Their Career WisdomHeidi Cohen
Looking to break into Marketing, PR or Social Media? Then read the best marketing career advice for recent graduates from 100 global experts. Includes Twitter & reading list.
These slides were presented at the Semrush webinar "E-commerce Marketing: How to Attract, Convert and Retain Customers". Video replay is available at https://www.semrush.com/webinars/e-commerce-marketing-how-to-attract-convert-retain-customers/
Here’s a framework for conversion optimization called READY, which stands for (R)elevant, (E)ngaging, (A)uthoritative, (D)irectional, and (Y)ield Optimal. These are the five dimensions that we’ve repeatedly seen impact the success of conversion optimization scenarios — landing pages, conversion paths, microsites — in both B2B and B2C markets. Within each dimension, I’ve pulled out 5 elements that I think are most important.
Learn unusual tips, strategies and process for getting 10-100x more value from paid ad campaigns on Facebook, Twitter, YouTube, Linkedin & Google+, including how to drive exponentially more traffic to your content, and convert 3-5x more of those clicks into leads and sales – all for less than $50 per campaign! Attendees will gain critical insights into how the algorithms of Paid Social Media advertising REALLY work, including Relevancy Score and Quality Adjusted Bids, which govern how often your ads show and what you pay for them. A must-attend session for Content, Social Media and PPC Marketers alike.
Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Th...HubSpot
Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads
Mind-blowing stats that prove marketers and salespeople have been getting it all wrong when it comes to acquiring new customers.
7 Ingredients for Employee Social Media AdvocacyJay Baer
Your employees are your best social media advocates. Or at least they should be. In this useful presentation, Jay Baer of Convince and Convert provides the 7 key ingredients needed to develop, launch and sustain a thriving social media advocacy program in your company.
For more on social media advocacy, visit http://www.convinceandconvert.com or http://www.addvocate.com
In this highly interactive session, affiliate marketing veteran Ola Edvardsson takes a fresh look at what really works in the affiliate marketing space.
Marketing je jednou z oblastí, která se mění každým dnem. Objevují se stále nové postupy a nástroje, které jsou stále sofistikovanější a umožňují skutečně přesně zacílit tam, kam potřebujeme. Problémem ale je, že mnoho firem těchto možností stále ještě nevyužívá. A mnohdy o nich možná ani neví. Nejen pro ně, ale i pro všechny ostatní, které zajímají novinky z oblasti B2B marketingu, připravila společnost Top Vision další ročník konference Marketing Challenge Forum.
The CMR agency helps companies with a two way relationship with their clients. Customer Managed relations is the beginning of a next wave of change within organisations by addressing customer demand for more control. Companies benefit from CMR as it provides an opportunity to create trust. It creates relationships with customers who feel that they are respected. It promotes customer loyalty and provides new opportunities of being relevant to customers. CMR provides a channel for customers to express their needs and what they want, from which companies can benefit in many ways.
The same line of thinking is sometimes referred to as Vendor Relation Management.
The why, what and how of the Transition 190 degrees strategic approach to the use of Social Media to grow long term business opportunities.... whilst maintaining growth based on current business models
Navigating the Social Media Landscape: Social media has gone from fun distractions to necessary channels of communication. As a result we are bombarded with lots of content and lots of noise. How do we navigate this fast-paced and dynamic social media environment? How can we leverage social media for our business objectives? How can we be heard above all the noise? How do we avoid social media fails? How do we determine ROI? This master class will help you determine the proper approach, find the right networks with the right audiences, execute successful strategies, and drive both engagement and impact.
A UX Design that Creates a Branding Experience for Financial CompaniesLogo Design Guru
User experience relates to user involvement with your brand in any way. It could be online as well as offline. This includes the environment that you provide to your audience and how you make their interaction with your brand easy and smooth. Designers invest a great amount of thought and efforts in order to increase the proficiency of UX. An excellent UX design can be created only, by providing your clients with distinct brand experience.
Ever thought how a billboard with food visuals, evokes feelings of hunger? This is because a brand connects with you and provokes you to take a decision.
Brand experience is theorized as the emotional responses triggered by brand. Feelings and sensations evoked by brand design related stimuli, forms audience perceptions and behavior. Stimuli can be brand packaging, design, identity, communications and environment.
You can provide a distinct brand experience to your customers with good user experience design. If you are an owner or marketing head of financial firm, UX design becomes even more important. Financial companies rely on customer loyalty and trust. Therefore, it is crucial for you to focus on providing distinct brand experience through exceptional UX design. If a client leaves with satisfaction that eventually guarantees profit and customer retention.
This slide share discusses visual design elements that will help your financial company to provide customers with extraordinary UX design.
Inspiration for Marketers: 10 Inspiring Posts from Influencers on LinkedIn LinkedIn
Take a break with inspirational thoughts on creativity from some of the top LinkedIn Influencers in the field of marketing.
As an added bonus, check out the final pages to learn how you, as a marketer, can best utilize the Influencer channels for inspiration, education, and content curation.
MauiService: B2B E-Commerce: Your Go-To Guide For A Successful B2B!Aya Sherif
Discover what you must know about B2B E-commerce, the 5 best ways for a suitable platform for your business needs and a bonus 13 specific B2B expectations.
Ask yourself this question: is your approach to digital marketing strategy hitting all of your KPIs and objectives? For many marketers, the answer to that question is a resounding “maybe.” This Digital Marketing Strategy Master Class will give you the tools you need to answer that question. Learn how to research and craft personas, mine data and analytics for planning insights, create amazing planning shortcuts that save you time and optimize marketing campaigns to enhance your brand’s customer experience.
Best Marketing Advice - 100 Global Experts Share Their Career WisdomHeidi Cohen
Looking to break into Marketing, PR or Social Media? Then read the best marketing career advice for recent graduates from 100 global experts. Includes Twitter & reading list.
These slides were presented at the Semrush webinar "E-commerce Marketing: How to Attract, Convert and Retain Customers". Video replay is available at https://www.semrush.com/webinars/e-commerce-marketing-how-to-attract-convert-retain-customers/
Here’s a framework for conversion optimization called READY, which stands for (R)elevant, (E)ngaging, (A)uthoritative, (D)irectional, and (Y)ield Optimal. These are the five dimensions that we’ve repeatedly seen impact the success of conversion optimization scenarios — landing pages, conversion paths, microsites — in both B2B and B2C markets. Within each dimension, I’ve pulled out 5 elements that I think are most important.
Learn unusual tips, strategies and process for getting 10-100x more value from paid ad campaigns on Facebook, Twitter, YouTube, Linkedin & Google+, including how to drive exponentially more traffic to your content, and convert 3-5x more of those clicks into leads and sales – all for less than $50 per campaign! Attendees will gain critical insights into how the algorithms of Paid Social Media advertising REALLY work, including Relevancy Score and Quality Adjusted Bids, which govern how often your ads show and what you pay for them. A must-attend session for Content, Social Media and PPC Marketers alike.
Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Th...HubSpot
Mind Games and Misconceptions - How Marketers & Salespeople are Irritating Their Leads
Mind-blowing stats that prove marketers and salespeople have been getting it all wrong when it comes to acquiring new customers.
7 Ingredients for Employee Social Media AdvocacyJay Baer
Your employees are your best social media advocates. Or at least they should be. In this useful presentation, Jay Baer of Convince and Convert provides the 7 key ingredients needed to develop, launch and sustain a thriving social media advocacy program in your company.
For more on social media advocacy, visit http://www.convinceandconvert.com or http://www.addvocate.com
In this highly interactive session, affiliate marketing veteran Ola Edvardsson takes a fresh look at what really works in the affiliate marketing space.
Marketing je jednou z oblastí, která se mění každým dnem. Objevují se stále nové postupy a nástroje, které jsou stále sofistikovanější a umožňují skutečně přesně zacílit tam, kam potřebujeme. Problémem ale je, že mnoho firem těchto možností stále ještě nevyužívá. A mnohdy o nich možná ani neví. Nejen pro ně, ale i pro všechny ostatní, které zajímají novinky z oblasti B2B marketingu, připravila společnost Top Vision další ročník konference Marketing Challenge Forum.
The CMR agency helps companies with a two way relationship with their clients. Customer Managed relations is the beginning of a next wave of change within organisations by addressing customer demand for more control. Companies benefit from CMR as it provides an opportunity to create trust. It creates relationships with customers who feel that they are respected. It promotes customer loyalty and provides new opportunities of being relevant to customers. CMR provides a channel for customers to express their needs and what they want, from which companies can benefit in many ways.
The same line of thinking is sometimes referred to as Vendor Relation Management.
The why, what and how of the Transition 190 degrees strategic approach to the use of Social Media to grow long term business opportunities.... whilst maintaining growth based on current business models
Navigating the Social Media Landscape: Social media has gone from fun distractions to necessary channels of communication. As a result we are bombarded with lots of content and lots of noise. How do we navigate this fast-paced and dynamic social media environment? How can we leverage social media for our business objectives? How can we be heard above all the noise? How do we avoid social media fails? How do we determine ROI? This master class will help you determine the proper approach, find the right networks with the right audiences, execute successful strategies, and drive both engagement and impact.
A UX Design that Creates a Branding Experience for Financial CompaniesLogo Design Guru
User experience relates to user involvement with your brand in any way. It could be online as well as offline. This includes the environment that you provide to your audience and how you make their interaction with your brand easy and smooth. Designers invest a great amount of thought and efforts in order to increase the proficiency of UX. An excellent UX design can be created only, by providing your clients with distinct brand experience.
Ever thought how a billboard with food visuals, evokes feelings of hunger? This is because a brand connects with you and provokes you to take a decision.
Brand experience is theorized as the emotional responses triggered by brand. Feelings and sensations evoked by brand design related stimuli, forms audience perceptions and behavior. Stimuli can be brand packaging, design, identity, communications and environment.
You can provide a distinct brand experience to your customers with good user experience design. If you are an owner or marketing head of financial firm, UX design becomes even more important. Financial companies rely on customer loyalty and trust. Therefore, it is crucial for you to focus on providing distinct brand experience through exceptional UX design. If a client leaves with satisfaction that eventually guarantees profit and customer retention.
This slide share discusses visual design elements that will help your financial company to provide customers with extraordinary UX design.
Inspiration for Marketers: 10 Inspiring Posts from Influencers on LinkedIn LinkedIn
Take a break with inspirational thoughts on creativity from some of the top LinkedIn Influencers in the field of marketing.
As an added bonus, check out the final pages to learn how you, as a marketer, can best utilize the Influencer channels for inspiration, education, and content curation.
MauiService: B2B E-Commerce: Your Go-To Guide For A Successful B2B!Aya Sherif
Discover what you must know about B2B E-commerce, the 5 best ways for a suitable platform for your business needs and a bonus 13 specific B2B expectations.
5 Best Practices When Selecting a B2B E-Commerce PlatformJustin King
Selecting an E-Commerce platform for your B2B organization can be a difficult task. In this SlideDoc, we start the process of identifying Best Practices for selecting a platform.
Welke uitdagingen kom je als groothandel tegen bij een e-commerce propositie? Waar moet je aan denken? Wat voor een oplossingen zijn er? Wat kan Youwe voor je betekenen op dit gebied? (presentatie die we gebruikt hebben op iPads tijdens de Groothandel en logistiek beurs (2014))
B2B E-Commerce Trends: 10 Hypothesen für ein erfolgreiches Multichannel Mark...Aioma AG
Am Mittwoch 5. Oktober präsentierte Origammi Switzerland AG und Astina AG: B2B(2C) E-Commerce, Aktuelle Trends und Visionen – kompakt verpackt.
Zahlreiche E-Commerce Professionals und Marketingverantwortliche trafen sich zu einem spannenden und qualitativen Austausch und anschliessendem Apéro in den neu gestalteten Räumen an der Hardturmstrasse 105 in Zürich.
Diese Präsentation wurde von Andrea Leiser, Head of Marketing (Board Member), Distrelec Group AG erstellt und präsentiert.
Weitere Vorträge am gleichen Abend:
Ubaldo Piccone, Head of E-Commerce & Direct Sales, Miele AG - Multichannel E-Commerce in B2B(2C) am Beispiel Weisswaren https://goo.gl/m86g03
Marc Gasser, CEO, Origammi Switzerland AG, Matthias Alder, CEO, Astina AG, Die B2B(2C) E-Commerce Infrastruktur der Zukunft https://goo.gl/HaQfGm
ISPO Academy Munich 2015 - International E-Commerce Strategies for BrandsHenning Heesen
Today´s brands are coping with traditional distributing agreements versus new channels like e-commerce and social media.
Salesupply supports over 350 brands and merchants globally with their e-commerce strategy, fulfillment and marketing activities.
In this presentation, that was presented at the ISPO 2015 in Munich we show the international challenges of brands, examples of good and bad web shops and 3 e-commerce strategies that brands can adapt to monetize their existing brand value or grow international.
Presentation delivered by Steve Keifer of GXS at the 2010 American Hardware Manufacturers Association Hardlines Technology Forum event in Schaumberg, Illinois. Covers types of ERP projects - consolidation, standardization, upgrades and extensions. Highlights key challenges such as 80% of ERP projects are delayed due to B2B integration related issues and 34% of all ERP data comes from outside the enterprise.
Artigo com uma análise do mercado B2B no brasil. Com foco no e-commerce avaliando tecnologiais, matérias na imprensa, situação do mercado B2B, usabilidade e inovação.
Building an international e-commerce businessGary Murray
What are the questions to ask yourself before you start an International e-Commerce business and how do you build your organisation structure to be scale-able across multiple countries and cultures?
SMX Stockholm - Conversion OptimizationTheo Lentjes
Conversion Optimization presentation I gave at SMX Stockholm 2010. Focusing on visitors, removing barriers and persuading customers are the main topics in the presentation.
Presentation with my POV on the critical elements necessary for successful B2B marketing.
1. Know your customer journey
2. Always be helping
3. Create marketing so good people would pay for it
4. Promote the power trio
5. Simmer your leads
6. Get in bed with Sales
7. Cultivate continuous improvement culture
8. Build products that sell themselves
12 Proven Methods to Turn Customers Into Loyal Brand AdvocatesTinuiti
Join CPC Strategy & Eliza Fisher, Marketing Strategist of Social Annex, as she dives into 12 proven strategies to turn customers into loyal brand advocates.
Coverings2011: Practical Marketing - Digital Visibility for Small BusinessesSimple Marketing Now LLC
Marketing and promoting your business matter now more than ever in a world where customers educate themselves online first. You must be digitally visible. The challenge for many small businesses is finding the resources [including people] to market effectively while also running day-to-day operations. How then to prioritize what you do so you don’t neglect activities that connect with customers online and offline, while also delivering business results? The solution has to do with thinking about how you deliver value to customers, while creating content that addresses customers’ needs.
What's In Store for In-Store Digital - BWW - 2009Michael Stich
Today’s consumers live in a digital world.
Product reviews, price comparisons, and smart recommendations are their baseline expectations. And consumers are more time-crunched than ever, with leisure time declining from 26 hours per week in 1973 to 16 today according to a recent Harris Poll. With more to do, and less time to do it in, it’s no wonder that today’s consumers demand greater personalization and selection in the products they buy, and more efficiency in how they buy them.
Retailers are working to meet these needs by bringing digital inside the store and are seeking in essence to become a “Digital Concierge” that guides and serves the shopper. However, bringing digital conveniences into the store is a complicated challenge, one that requires the right principles to succeed.
In this presentation, Bridge Worldwide provides a landscape assessment and framework with seven principles for success for Digital In-Store.
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
Daniel Richards – Insight Marketing
- Using marketing to grow your client base, with practical examples
- Online marketing tools – Websites, email and social media
- Referrals and lead generation – Two steps every firm can take to produce new results
How to Improve Customer Retention by Building Emotionally Engaging Customer E...Parature, from Microsoft
In a recession customer retention is even more vital than usual. Companies are clamouring to increase revenue and save costs, but how can this be done?
Colin Shaw, International bestselling author and customer experience guru, will demonstrate how you can focus on the areas of a customer experience that provide the greatest value and thus enables organisations to use their resources to the greatest effect. Colin will also introduce the new area of the 'subconscious experience' that drives customer behaviour and how the understanding of this experience can save costs. In one case study of an Insurance company, they reduced the call backs to their call centre from 75% to 6% in three weeks using this new thinking.
During this presentation you'll learn:
:: How to improve customer retention
:: How to focus on the parts of the customer experience that drive the most value
:: How to build an emotionally engaging customer experience
:: The new area of the subconscious experience
:: How to cut costs through this new thinking
6 ways to grow your firm for slideshareDan Richards
This popular presentation outlines 6 key and proven ways in which professional firms can grow. Accountants, Financial Advisors and Law Firms alike all have implemented these strategies to great effect - and so can you...
Similar to Beyond Lead Generation: How to Close the Sale Online and Grow your B2B e-Commerce Revenue (20)
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
Kubernetes & AI - Beauty and the Beast !?! @KCD Istanbul 2024Tobias Schneck
As AI technology is pushing into IT I was wondering myself, as an “infrastructure container kubernetes guy”, how get this fancy AI technology get managed from an infrastructure operational view? Is it possible to apply our lovely cloud native principals as well? What benefit’s both technologies could bring to each other?
Let me take this questions and provide you a short journey through existing deployment models and use cases for AI software. On practical examples, we discuss what cloud/on-premise strategy we may need for applying it to our own infrastructure to get it to work from an enterprise perspective. I want to give an overview about infrastructure requirements and technologies, what could be beneficial or limiting your AI use cases in an enterprise environment. An interactive Demo will give you some insides, what approaches I got already working for real.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
💥 Speed, accuracy, and scaling – discover the superpowers of GenAI in action with UiPath Document Understanding and Communications Mining™:
See how to accelerate model training and optimize model performance with active learning
Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
Get an exclusive demo of the new family of UiPath LLMs – GenAI models specialized for processing different types of documents and messages
This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
Speakers:
👨🏫 Andras Palfi, Senior Product Manager, UiPath
👩🏫 Lenka Dulovicova, Product Program Manager, UiPath
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Securing your Kubernetes cluster_ a step-by-step guide to success !KatiaHIMEUR1
Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Beyond Lead Generation: How to Close the Sale Online and Grow your B2B e-Commerce Revenue
1. Beyond Lead Generation: How to Close the Sale Onlineand Grow your B2B e-Commerce Revenue Joe Rawlinson Senior e-Commerce Product Manager & StrategistNational Instruments @joerawlinson
154. Thank You Beyond Lead Generation: How to Close the Sale Onlineand Grow your B2B e-Commerce Revenue Joe Rawlinson Senior e-Commerce Product Manager & StrategistNational Instruments @joerawlinson joe.rawlinson@ni.com (512) 683-8583 www.linkedin.com/in/jrawlinson
155. Takeaway Points Create the Virtual Sales Visit Reduce the Complexity of Choice Match the Customer’s Buying Process
Editor's Notes
Today we’re going to talk about getting more money through your online, e-commerce channel…http://www.flickr.com/photos/tracy_olson/61056391/By Tracy O Under CC BY-SA 2.0
In B2B typically we focus on lead generation. When in fact…
Some percentage of your revenues should be processed through your website. This percentage will of course vary based on your business and the types of products you sell. However, online sales mean higher margins on these sales and will free you up to focus on other efforts. Today we’ll talk about how to get more people to purchase online through your site.http://www.flickr.com/photos/tracy_olson/61056391/By Tracy O Under CC BY-SA 2.0
First we’ll talk about choices. The types of choices your customers are facing, why they are so complex, how it is impacting your customer’s purchase decisions and what you can do about it.http://www.flickr.com/photos/y_i/2330044065/sizes/l/in/photostream/ by i_yudai under CC BY 2.0
Why should we learn about choices?
The smart folks over at Bain & Company did some research and found that…Source: http://www.economist.com/node/17723028
When you reduce complexity and narrow down choices, great things happen…Source: http://www.economist.com/node/17723028
Revenue goes up and expenses or costs go down. Both of which are fabulous. We make more money and are more profitable. Both things that companies likeSource: http://www.economist.com/node/17723028
This means that we need to fill a certain type of job. And that job is…http://www.flickr.com/photos/gottgraphicsdesign/4543701893/in/photostream/ by Brenda GottsabendCC BY 2.0
Creating a virtual sales visit on your website. Your website must be able to customize the presentation of products and the sales pitch just like a sales person can do in a one-on-one setting.If you show products you need to architect the experience so customer makes good choice.Create the ideal customer experience so the user is enabled to make a good choice and feels confident making the choice.(Richard Thaler, Nudge) For example…http://www.flickr.com/photos/tanelteemusk/2914479607/in/photostream/ by Tanel Teemusk CC BY-SA 2.0
This is you. This is your customer. You need to guide their decision, reduce confusion.Help them so they take the steps in the right directionhttp://www.flickr.com/photos/yourdon/2550052790/in/photostream/ByEd Yourdon CC BY-SA 2.0
One thing adds confusion when we talk about choices is traditional wisdom. It tells us that
More is better, right? Choice is a good thing. More likely to find something that matches our preferences, right?Think about shopping, we have all kind of choices be it..
Buying here…http://www.flickr.com/photos/galaygobi/114527025/sizes/o/By Daniel Ng CC BY 2.0
Or here..http://www.flickr.com/photos/vlastula/355358479/sizes/o/By nick wiesner underCC BY-ND 2.0
Or skipping the store and buying online
Traditional wisdom is …
Wrong. More choices are necessarily the answer. That is why we are here today.Our customers are relying on us to reduce the complexities of choice.http://www.flickr.com/photos/begnaud/243996426/By Dallas under CC BY 2.0
Today we’ll look at some psychology. What’s going on in there?When we better understand the psychology behind our customers’ decisions, the better we can help them and our company succeed online.http://www.flickr.com/photos/bike/3470182650/sizes/l/in/photostream/By Richard Masoner under CC BY-SA 2.0
We’ll look at examples of what marketers are doing to help customers overcome choice complexity and close more B2B business onlinehttp://www.flickr.com/photos/lazurite/3486691753/in/photostream/By Lazurite under CC BY-ND 2.0
And yes, you’ll have some homework. With these examples and principles we look at, I’m going to ask you questions that you’ll need to think about and ponder how they apply to your project, team, application, and challenges.And when inspiration hits…http://www.flickr.com/photos/wwworks/4274040778/in/photostream/By woodleywonderworks under CC BY 2.0
you need to write it down. Write it down so you can go back to your desk and …http://www.flickr.com/photos/7944769@N03/5492740280/in/photostream/By dotmatchbox under CC BY-SA 2.0
Do something. Make a change. Otherwise, everything we talk about today and in this conference will be for not.http://www.flickr.com/photos/joanet/2994421437/in/photostream/By Joan Campderrós-i-Canas under CC BY 2.0
Imagine you go to the supermarket and are walking down the aisle.As is usually the case, you spot a free sample table. On this table are ..http://www.flickr.com/photos/specialkrb/3049748311/in/photostream/By Karen Blumberg under CC BY-ND 2.0
24 flavors of jamUnbeknownst to you, this is a classic experiment done by researchers from Columbia and Stanford (2000).They set out 24 flavors of jam. They counted and measured how many people stopped by for a taste. They gave everyone a coupon for purchase. Then they repeated the experiment with …http://www.columbia.edu/~ss957/articles/Choice_is_Demotivating.pdfhttp://www.flickr.com/photos/22280677@N07/2915653872/in/photostream/By Sean under CC BY-ND 2.0
A table with 6 flavors of jam. They again recorded and measured and handed out coupons.http://www.flickr.com/photos/ejchang/4744551212/in/photostream/By Eunice under CC BY-SA 2.0
24 or 6? What do you think?
The table with 24 jams attracted more people. So that leads us to ask…http://www.flickr.com/photos/22280677@N07/2915653872/in/photostream/By Sean under CC BY-ND 2.0
Surprisingly the stand with 6 jars of jam.In fact, those that stopped by the table with 6 jars were 10 times more likely to purchase. It was too overwhelming for those that saw the 24 flavors to make a decision. Many walked away empty handed.http://www.flickr.com/photos/ejchang/4744551212/in/photostream/By Eunice under CC BY-SA 2.0
At my company at least we sell products like this…
Not..
Gourmet jam. You probably don’t sell jam either. However, we all have to deal with this:http://www.flickr.com/photos/ejchang/4744551212/in/photostream/By Eunice under CC BY-SA 2.0
Our customer is here. They want to buy from you here. But something is in the way: that is the complexity of choice. This causes customers to be http://www.flickr.com/photos/andryone/445139454/sizes/l/in/photostream/By Chris Ingrassia under CC BY 2.0
Confused. Why are they confused? They come in with preexisting assumptions…http://www.flickr.com/photos/acearchie/4369849179/in/photostream/By Archie Campbell under CC BY-ND 2.0
Choices can be made easily and quicklyhttp://www.flickr.com/photos/sevestjude/4382167569/in/photostream/By Nicholas Liby under CC BY-ND 2.0
We assume there is a “perfect choice” out there. Consumers are bombarded with marketing messages about the perfect car, shampoo, shoes, or companion via an online dating site.http://www.flickr.com/photos/mccheek/2450444942/in/photostream/By carole smith under CC BY 2.0
When we take the confusion, expectations and mix in some: Stress, Deadlines, History, Experience and you get increased complexityhttp://www.flickr.com/photos/spilt-milk/4431809607/sizes/l/in/photostream/By yoppy Under CC BY 2.0
Which leads to mental overload and the dreaded…http://www.flickr.com/photos/nicolasconnault/2974682811/in/photostream/By Nicolas Connault under CC BY-ND 2.0
I’m stuck and can’t decide what to do.
Customers are trying to balance the benefits of your product with the risks. And unfortunately, the risks often outweigh the perceived benefits and that leads to people…http://www.flickr.com/photos/archeon/2941655917/sizes/l/in/photostream/By Hans Splinter under CC BY-ND 2.0
Walking away. They will switch to brands that offer less choices or more simplistic options. Or worse those that stay…http://www.flickr.com/photos/scjn/5510388720/in/photostream/By Candie_N under CC BY 2.0
Customers who do stay and make a choice will simply pick something. They could pick you or the next guy just the same. It just happens they picked you. This is different from ….http://www.flickr.com/photos/rukakuusamo/4855735051/sizes/l/in/photostream/By Heather Sunderland under CC BY 2.0
A customer choosing you. Choosing is different from picking. Picking is temporary, fleeting. Choosing is a longer term investment and commitment.http://www.flickr.com/photos/andrewmorrell/328723497/sizes/o/in/photostream/By Andrew Morrell Under CC BY-ND 2.0
You need to be chosenNeed them to invest in youNeed them to associate with youYour business may be built on the back of customers standardizing on your products, investing in your services for the long term. This is a choice not a fleeting pick.
We need to help customers understand the choices we present, which means we need to …
Understand the tradeoff that people make when deciding or choosing
Some smart minds at the University of Toronto and…Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.rotman.utoronto.ca/dilip%20soman/http://www.flickr.com/photos/pdstahl/2696897203/in/photostream/By Patrick Stahl under CC BY-SA 2.0
Harvard help us understand two primary types of tradeoffs…Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://drfd.hbs.edu/fit/public/facultyInfo.do?facInfo=ovr&facEmId=jgourville@hbs.eduhttp://www.flickr.com/photos/j_gresham/2525920805/in/photostream/By j.gresham Under CC BY 2.0
Alignable and non-alignable tradeoffs. When we talk about alignable tradeoffs, we think about…Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/naotakem/178840616/sizes/l/in/photostream/By Naotake Murayama UnderCC BY 2.0http://www.flickr.com/photos/iainb/260342064/By End User under CC BY-ND 2.0
Different choices along a single dimension or direction. For example, if you are thirsty, do you want a small, medium or large drink? The single difference is size.Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/libookperson/3304334400/sizes/l/in/photostream/By Elizabeth M Under CC BY 2.0
We sell two very similar products. They are identical expect one is faster than the other. Speed is the alignable tradeoff. Need something faster, the widget on the right is for you.Alignable tradeoffs are easy to make and don’t slow down the customer’s decision too much.Contrast alignable trade-offs with …
Non-alignable tradeoffs. These are all or nothing decisions. What do you want for dinner? Do you want mexican or italian? You can’t have both.These types of non-alignable tradeoffs lead to anxiety and “what if’s” of making the wrong choice. ….Source: “Option Overload: How to Deal with Choice Complexity”, Rotman Magazine, Fall 2010http://www.flickr.com/photos/mesohungry/4667578195/By Jason Lam under CC BY-SA 2.0http://www.flickr.com/photos/bhamsandwich/4485213354/sizes/z/in/photostream/By Dan UnderCC BY-ND 2.0
Think dinner is too benign? If you are new customer, try deciding between standardizing on the complex system on the left versus the complex system on the right. Tough decision because the tradeoffs are non necessarily alignable.You likely offer customers equally confusing and complex, non alignable tradeoffs
So now we know what is going on in there, we need to get to work so our customers don’t end up like this…http://www.flickr.com/photos/bike/3470182650/sizes/l/in/photostream/By Richard Masoner under CC BY-SA 2.0
No. We want our customers to be…http://www.flickr.com/photos/acearchie/4369849179/in/photostream/By Archie Campbell under CC BY-ND 2.0
Happy! So how do we do that?http://www.flickr.com/photos/iboy/5310519860/in/photostream/By Ernst Vikne under CC BY-SA 2.0
Let’s look at some solutions and methods we can use to help our customers overcome the complexity of choice.
First thing we can do is streamline choices.Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/ehamiter/4607728796/sizes/l/in/photostream/By Eric Hamiter under CC BY-SA 2.0
Look at groupon. Who has used groupon? (raise hand). Your choice is simple. Do you want today’s offer or not? They have streamlined the choice to a single decision.
Let’s switch gears to ni.com. Back in the day we had a rather lengthy page of countless selections of accessories when it came time to choose a productThen along came…
A redesign which streamlined the choice of accessories by simplifying the display and presentation to a standard set of accessories and then offering an option to change them if you would like.The results have been impressive…
On somemodel pages where we applied this new layout, we saw a nearly 30% growth in both revenue and units through our ecommerce channel on those products
So homework time. How can you streamline choices for your customers? How can you simplify the choice the customer has to make? How can you push them in the right direction?
The next tool in our toolbox is helping customers understand their preferences and associated tradeoffs. When we look at choosing ..Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/cjc4454/3229989135/in/photostream/By cjc4454 under CC BY-SA 2.0
Software on ni.com, we’ve found great success in helping customers understand the correlation between their preferences, in this case their SW requirements, and the types of products that will meet those needs. Here in the SW Help me Choose, by selecting preferences on the left, you can see how that affects product selection on the right.
This page converts 50% more people to cart and quote than the standard model page.
When we look to the future, we need only look around us. Pandora for example, intelligently plays music based on what you like, have listened to in the past, and your indicated preferences. It is pretty clear to see how your preferences impact your choice of music on pandora. Cause and effect.Why not add this intelligence to our marketing efforts online?
Amazon uses collaborative filtering to show you relevant recommendations based on what you’ve purchased, looked at, and what others with similar characteristics did as well. Why not build in these types of feedback loops into our online marketing and sales engine?
Your homework here: how can you help customers better understand their preferences and the associated tradeoffs? What cause and effect pattern can you use to help them? How can you sprinkle in some automated intelligence to make this an even more powerful tool?
Our next tool is to organize and eliminate options. Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/melissadion/3395829919/sizes/o/in/photostream/By Melissa & Bryan Ripka Under CC BY-ND 2.0
Dell.com organizes its types of customers and eliminates irrelevant options. So business customers don’t get bogged down with new TVs and consumers don’t get tripped up with powerful rack-mounted servers.
Likewise, we’ve helped organize and eliminate options with a new experience we recently rolled out to help customers select some of our hardware..
Once the customer answers a simple, relevant question, we show them…
Choices based on what they care about. They aren’t distracted by irrelevant choices.
By organizing our offerings and eliminating options, we’ve doubled the number of people that find a product through this experience
How can you group your customers into similar care-abouts? What can you not show them until they indicate a preference or customer type?
Who has eaten at Freebirds? (raise hand) They use attribute based decisions when you buy your burrito. First they ask: what tortilla would you like? Then: what type of cheese, then what type of meat. Beans? One by one they go through each ingredient or attribute until you’ve constructed…Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/cogdog/2320237656/sizes/l/in/photostream/By Alan Levine Under CC BY 2.0
the perfect burrito. Yum. Likewise we can help focus customers on specific attributes or characteristics of a product to help them decide what to purchase.http://www.flickr.com/photos/pyxopotamus/3516335613/sizes/o/in/photostream/By Chelsea Oakes UnderCC BY-ND 2.0
We have a suite of Advisors that help customers configure the complicated systems we sell.
We use attribute based decisions to help simplify the process. Once the customer picks a measurement type, like voltage, current, or temperature, the advisor …
Proceeds to funnel them down to more specific attributes. In the voltage case, do you want “voltage input” or “voltage output?” If I pick output, it will ask for more…
Specific attributes and show me the matching products.By focusing on attribute based decisions, both freebirds and the experience in the advisors focuses the customer on one decision at a time and then brings those all together to present a solution.
Our next tool is to use recommendations or defaults. We do this everyday like outsourcing choices to a concierge at a hotel or taking the recommendation from the waiter. Online we outsource our choices by sticking with the default choice that is provided…Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/alan-light/3903594127/in/photostream/By Alan Light under CC BY 2.0
Has anyone used kiva? It is site where you can loan money to help the working poor around the world. You loan money to Blanca, for example, to buy products to sell in her store. She repays the money, and you lend it to someone else.Kiva uses the principle of outsourcing choice multiple times. First they default a recommended loan amount: $25. Then when you checkout, they again default a donation amount to their non-profit: $3.75.Kiva eliminates complexity by defaulting the amount so it is one less thing you have to decide on your way to completing your loan.
Likewise we used the power of defaults in our online product advisors.When a customer selects a module, we by default include its required accessories.We found that the vast majority of people stick with the defaults
Make sure you put a lot of thought into your defaults. Since most people will stick with that option, consider the downstream impact of a default on customer satisfaction, sales, manufacturing, support, etc…
Our next tool is that of social proof. It is human nature to see what others are doing and follow suit.http://www.flickr.com/photos/jdn/2201362379/sizes/o/in/photostream/By Jack Newton Under CC BY-SA 2.0
Because usually when a group of people are headed one direction, it is ….http://www.flickr.com/photos/soschilds/792216896/in/photostream/By www.viajar24h.com under CC BY 2.0
For a reason!http://www.flickr.com/photos/soschilds/791383705/in/photostream/By www.viajar24h.com under CC BY 2.0
Social proof becomes very powerful when it is personalized to the customer. Think of this as “Localized social proof.” The closer a recommendation is to your in your social or work circles, the more weight that recommendation carries.For example, think about how you react to a recommendation from …
Anonymous review on amazon.com versus
A recommendation from a coworkerhttp://www.flickr.com/photos/mayoff/15525361/in/photostream/By Mayoff under CC BY 2.0
Versus one from your mom.http://www.flickr.com/photos/mtm/4974869879/sizes/l/in/photostream/By Mike Miller UnderCC BY-SA 2.0
Now imagine you are an engineer from Acme, Inc and are browsing our website…http://www.flickr.com/photos/ell-r-brown/4226491772/in/photostream/By Elliott Brown used under CC BY 2.0
All of a sudden you start seeing references to your company. You are intrigued and click the tab with your company’s name. There you see someone you know recommending our products. The prospective customer starts to trust you because they trust someone that trusts you.
Imagine you live in Texas and think that our company is a huge global monster. When you start browsing our site you start to say “hey, they are in Texas. I’m in Texas.”
When the customer trusts someone that trusts you, you gain credibility in their eyes and they are willing to give you the benefit of the doubt even if you have complex products or choices.
Now that you’ve convinced them to buy from you, it is time to take the order…http://www.flickr.com/photos/scjn/3729814397/in/photostream/By Candie_N under CC BY 2.0
So how do you do that?
The key principle here is that you need to match the customer’s buying/purchasing process…http://www.flickr.com/photos/breakdown/196814053/in/photostream/By DeWitt Clinton under CC BY 2.0
http://www.flickr.com/photos/scjn/5510388720/in/photostream/By Candie_N under CC BY 2.0
First let’s talk about those that are ready to buy and can buy right now.http://www.flickr.com/photos/jmrosenfeld/2903513401/in/photostream/By J Rosenfeld Under CC BY 2.0
Step one: have an online store. Too many B2B companies don’t offer the ability to purchase on their website even though they have products that new and existing customers could buy online.http://www.flickr.com/photos/lofink/4344960203/By David Lofink under CC BY 2.0
Make sure you take the customer’s preferred type of credit card. Let customers use the card like they want to. For example…http://www.flickr.com/photos/shawnzlea/527857787/in/photostream/By Shawn Rossi under CC BY 2.0
Help customers keep under credit/approval limits by allowing them to split the charge over multiple cards. This is an example from Apple’s website that does just that.Consider that many of your customers have a cap on how much they can spend. This may vary from $2K to 5K$3 – 5K government/academic
Consider that domestic solutions might not always works internationally… Do you conduct business overseas? Perhaps you’ll need to work with a local bank to accept local bank cards beyond just the global Visa/Mastercard.http://www.flickr.com/photos/37476902@N03/3455285818/in/photostream/By Peteris Under CC BY 2.0
Bank and Wire transfers are an accepted form of payment in many countries. Do your customers want this payment option?
Purchase orders are a great way for customers to buy without actually having to pay right now.Consider offering terms of credit to customers and make it easy to start the process.On our site, for example, we offer customers the option to “purchase with established credit terms”
Yes, people still use the fax machine. Your site should be offer a printer friendly version of an order with enough information that your sales team can tell where it came from and how to process it.We’ve seen customers use this and attach a purchase order.
Do you have tax exempt customers? Don’t scare them away by forcing tax down their throats…
Do you accept orders via email? The purchasing processes at many large companies just need an email to send final output to. This is also a good fall back for when you have downtime or errors – give the customers somewhere to finish the order.
What payment options do your customers want that you don’t currently accept? Fix this gap and you’ll see more sales online.
Red tape is the bane of many B2B transactions. You need to help customers wade through this mess and make the purchase.http://www.flickr.com/photos/peretzpup/5248218766/in/photostream/By Eugene Peretz Under CC BY-SA 2.0
One way to do this is by offering quotes through your website. Go beyond an email request for quote. Let customers get an instant quote that shows pricing and a quote number. Customers can then take this quote and use it as part of their internal justification to purchase from you…
Web assisted proposal generation is a way to help your customers convince their team, convince the boss, and get approvals.Customers are already printing out the pages from your website and creating their own proposals. Save them time and effort and serve that information up to them in a format they can add their "why" so buyer/purchasing agent doesn't chop it outMany companies and government organizations require a binder of 3 bids before a purchase.
Part of the pre-sales process is making sure your products match the customer’s needs. This is often done by discussing the purchase with colleagues. Offer your customers tools to help them electronically share products of interest with their colleagues.This is a screenshot of our Parts List application that lets customers build a “wishlist” and then collaborate around it with others. It can then easily be turned into a quote or order all through the website.
Academic, GSA, Contract
add by part number: http://www.officedepot.com/csl/quickAddBySku.do
terms and conditions of customer: do they match yours? Cause friction?http://www.flickr.com/photos/sashajelan/3380056633/in/photostream/By s_jelan under CC BY-ND 2.0
ordering toolsreorder, replacement partsHow can you help them quickly reorder something they’ve bought from you before?http://www.flickr.com/photos/bontempscharly/3232518815/By Charles Barilleaux underCC BY 2.0
If all else fails, don’t lose the sale… take it offlinehttp://www.flickr.com/photos/justinstravels/4955154459/By Justin Brockie Under CC BY 2.0
always show phone numberhttp://www.zappos.com/product/7733231/color/4478You can use vanity phone numbers to track what pages or sites they come from so you can “credit” the web.
Have Chathttp://www.oracle.com/us/products/database/enterprise-edition/index.html
Make contact your primary CTAhttp://www.alibaba.com/product-gs/444954435/Glass_door_filing_cabinet.htm
We’ve reviewed what is going on in the mind of your customers… And thathttp://www.flickr.com/photos/bike/3470182650/sizes/l/in/photostream/By Richard Masoner under CC BY-SA 2.0
Conventional wisdom is often wrong. More choices aren’t always better and yes, B2B can close online.http://www.flickr.com/photos/begnaud/243996426/By Dallas under CC BY 2.0
Change and success at your company depends on you. You need to ponder the questions we’ve asked today and apply the lessons learned to your daily life. You need to create the …http://www.flickr.com/photos/tracy_olson/61056391/By Tracy O Under CC BY-SA 2.0
Constructing the idea experience, messages, flow, wording, and selection to help your customer make it to the point of sale. Give customers good choices that enable them to make a good choice and gives them the confidence to make that choice. You’ve got several tools now in your tool belt. Think about how you can …http://www.flickr.com/photos/tanelteemusk/2914479607/in/photostream/by Tanel Teemusk under CC BY-SA 2.0
Streamline choices.http://www.flickr.com/photos/ehamiter/4607728796/sizes/l/in/photostream/By Eric Hamiter under CC BY-SA 2.0
Help customers understand their preferences and associated tradeoffs.Source: Soman, Dilip. “Option Overload: How to Deal with Choice Complexity.” Rotman Magazine: Fall 2010: 43-47.http://www.flickr.com/photos/cjc4454/3229989135/in/photostream/By cjc4454 under CC BY-SA 2.0
organize and eliminate optionshttp://www.flickr.com/photos/melissadion/3395829919/sizes/o/in/photostream/By Melissa & Bryan Ripka Under CC BY-ND 2.0
Use attribute based decisions so customers can make little, easy decision so they arrive at the desired end resulthttp://www.flickr.com/photos/cogdog/2320237656/sizes/l/in/photostream/By Alan Levine Under CC BY 2.0
How can you effectively default selections so the customer can confidently outsource their choice to you?http://www.flickr.com/photos/alan-light/3903594127/in/photostream/By Alan Light under CC BY 2.0
Use social proof to reassure customers and help them be confident they are in the right place and the right solution is before them.http://www.flickr.com/photos/jdn/2201362379/sizes/o/in/photostream/By Jack Newton Under CC BY-SA 2.0
When it is time to buy, you need to match the customer’s purchase process(es)http://www.flickr.com/photos/breakdown/196814053/in/photostream/By DeWitt Clinton under CC BY 2.0
Enable the online sale through credit cards, purchase orders, email, or other meanshttp://www.flickr.com/photos/jmrosenfeld/2903513401/in/photostream/By J Rosenfeld Under CC BY 2.0
Help customers cut through their red tape and close the sale. http://www.flickr.com/photos/peretzpup/5248218766/in/photostream/By Eugene Peretz Under CC BY-SA 2.0
Give customers and escape hatch… offline.http://www.flickr.com/photos/justinstravels/4955154459/By Justin Brockie Under CC BY 2.0
Take these tools and do something. Make a change. So your customers stop beinghttp://www.flickr.com/photos/joanet/2994421437/in/photostream/By Joan Campderrós-i-Canas under CC BY 2.0
Confused and start being http://www.flickr.com/photos/acearchie/4369849179/in/photostream/By Archie Campbell under CC BY-ND 2.0
Happy! Like this. And enabled to buy from youhttp://www.flickr.com/photos/iboy/5310519860/in/photostream/By Ernst Vikne under CC BY-SA 2.0
You’ve got your homework. Time to get to work.http://www.flickr.com/photos/wwworks/4274040778/in/photostream/By woodleywonderworks under CC BY 2.0
Put the principles and examples we’ve discussed to work and you will grow your B2B ecommerce revenue. You can determine this percentage.http://www.flickr.com/photos/tracy_olson/61056391/By Tracy O Under CC BY-SA 2.0
Good luck.http://www.flickr.com/photos/nateone/3768979925/in/photostream/By Nate Grigg under CC BY 2.0