{"product_id":"the-co-creation-edge-harnessing-big-data-to-transform-sales-and-procurement-for-business-innovation-hardcover","title":"The Co-Creation Edge: Harnessing Big Data to Transform Sales and Procurement for Business Innovation - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eFrancis Gouillart\u003c\/b\u003e (Author), \u003cb\u003eBernard Quancard\u003c\/b\u003e (Author)\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003eRapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in fact, create significant value for both organizations. \u003cbr\u003eSales and procurement professionals have a bright future ahead of them if they can respond to six trends that the authors have identified in the business-to-business world. Each trend offers an opportunity to develop a new skill for sales and procurement professionals and adopt a new practice. Because these practices are not yet widely adopted as \"best practices\", the authors coin them \"next practices.\" These trends include: working together to solve complex problems; organizing problem-solving networks across company boundaries; creating processes for live cross-company engagement; facilitating data driven, cross-company interactions fed by digital platforms; providing new personal experiences for individuals and lastly (and most importantly) creating new sources of value for firms. \u003cbr\u003eIf these trends are adopted by organizations, the ability to co-create means providing significant value to both the sales management team at the supplier and the purchasing management team at the customer. With the alternative being that these job functions will be replaced by web-based or channel-based alternatives that will do most of what they do today at a fraction of the cost. Increasingly, there is no middle ground anymore. SAMs and senior buyers will either evolve into high value-added sales and procurement professionals, or disappear. \u003cbr\u003e\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eFrancis Gouillart is President and Co‐Founder of the Experience Co‐Creation Partnership (ECCP), a consulting firm dedicated to the introduction of innovation in the supplier-customer relationship (\"co-creation\"). He works with strategic account managers and procurement managers all over the world, helping them develop relationships that escape the commodity syndrome through the use of data platforms and analytics, with a particular focus on machine-to-machine dialog and Internet of Things technologies and the development of corporate ecosystems. He is author of the seminal Harvard Business Review article entitled \u003ci\u003eSpend a Day in the Life of Your Customers\u003c\/i\u003e (with Frederick D. Sturdivant, 1994), and also co-wrote (with James Kelly) the bestselling book \u003ci\u003eTransforming the Organization (\u003c\/i\u003eMcGraw Hill, 1995\u003ci\u003e)\u003c\/i\u003e. With Venkat Ramaswamy, Gouillart also-co-authored the book \u003ci\u003eThe\u003c\/i\u003e \u003ci\u003ePower of Co-Creation\u003c\/i\u003e (2010). Recent articles also include \u003ci\u003eCommunity-Powered Problem Solving for Harvard Business Review (\u003c\/i\u003ewith Doug Billings, 2013\u003ci\u003e) and \u003ci\u003eCo-Creation in Government \u003c\/i\u003efor the Stanford Social Innovation Review \u003c\/i\u003e(with\u003ci\u003e \u003c\/i\u003eTina Halley, 2015). In his spare time, he manages an angel investment fund called Co-Creation Ventures and runs a shared kitchen that houses 20 food trucks and 30 food entrepreneurs in Malden, MA. Gouillart lives in Concord, Massachusetts.\u003c\/p\u003e \u003cp\u003eBernard Quancard\u003cb\u003e \u003c\/b\u003eis the President and CEO of the Strategic Account Management Association (SAMA), a unique global community of practice solely focused on the art and science of managing customer \/supplier strategic relationships. Quancard previously served as Schneider Electric's Senior Vice President in charge of managing the group's global strategic accounts organization, growing the organization from $180 million to $1+ billion in consolidated sales in a four-year period. Quancard is a French native and a US citizen residing in Chicago, Illinois. He holds a degree from the University of Paris in Electrical Engineering and an MBA from the University of Chicago Booth School of Business. \u003ci\u003e\u003cb\u003e\u003c\/b\u003e\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 186\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.65 x 9.65 x 6.19 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e August 02, 2016\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":48288666091769,"sku":"9781137526755","price":48.58,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0789\/2782\/3097\/files\/K2-bswxjEe9781137526755.webp?v=1776247747","url":"https:\/\/bookscloud.io\/products\/the-co-creation-edge-harnessing-big-data-to-transform-sales-and-procurement-for-business-innovation-hardcover","provider":"BooksCloud Book Dropshipping","version":"1.0","type":"link"}