“Developing Big Data capabilities requires investing in new skills, tools and processes. Fortunately, SaaS offerings usually already capture relevant data, and the ability to creatively mine the data presents a compelling opportunity to enhance your pricing strategies, better understand customers and ultimately optimize revenues.” – Dhaval Moogimane, Partner, Waterstone Mangement Group
DLC Consulting Model Lures Finance Execs: Corporate clients attracted, too. After recession slowdown, the CFO services firm looks to expand sharply from -- and within -- its California and Midwest bases.
650 Labs CEO Mark Zawacki on non tech multinational companies setting up shop in Silicon Valley: "Every week they're coming here from all over the world to kind of peer into the petri dish," he says of non-tech companies exploring Silicon Valley. He says visiting isn't enough and he suggests they establish an outpost.
“As the economic footing is getting a bit more stable, many companies are finding available funds to invest in their internal processes and find ways to improve performance. This is in contrast to the recent past, when companies were forced to scrimp on investing in their people and processes, and focus on cost-cutting efforts, even if that introduced some inefficiency.” – Dan Kocher, Senior Consultant, RAS & Associates
“CFOs are kind of caught in a quandary,” says Mark Zawacki, founder of Milestone Group and 650 Labs, a consultancy that helps large multinationals understand how Silicon Valley companies are disrupting their industries. “When businesses are struggling, there isn’t money to innovate, and when they’re doing well, they don’t naturally think of putting more money into the innovation process.”
Carissa Ganelli, CEO of LightningBuy, says, “Mobile has infiltrated almost every aspect of our lives. According to Nielsen, “mobile web adoption is growing eight times faster than web adoption did in the 1990s and early 2000s. So it's no surprise that shoppers are eager for more mobile tools and features while grocery shopping.”
AMG Strategic Advisors defines shopper marketing as insights-driven integrated marketing and merchandising efforts, steeped in a deep understanding of shopper behavior, the path to purchase, and today’s retail realities, aimed at satisfying the needs and wants of targeted shoppers and enhancing their in-store experience. “Successful shopper marketing needs to ultimately improve business results and brand equity for manufacturers while helping to differentiate retailers,” said Barbara Ford, Senior Vice President, AMG Strategic Advisors.
“As for communicating the strategy to consumers, err on the side of simplicity,” says Colin Stewart, senior vice president at AMG Strategic Advisors, a division of Jacksonville, Fla.-based Acosta Sales & Marketing. "Simplify your message down to what you want it to stand for," Stewart says. "If it's freshness, you want to use the word 'fresh' in all your communications–your signage, your circulars. Focus on one key message; you don't want to confuse people."
Consider Constellation Energy, a $14 billion dollar provider of power, natural gas, and energy products and services based in Baltimore. Constellation has developed an Innovation Center, an unconventional permanent facility within its headquarters. People come from different locations to the Innovation Center for “ideation” (brainstorming), decision-making, and planning. For example, one team that came to the Innovation Center worked on a merger after an acquisition; hundreds of thousands of dollars were saved from moving a data center. By having groups from headquarters and the acquired company come together in one place, they were able to break down barriers and begin to work together effectively.
“The vast majority of large enterprise CEOs recognize innovation is essential to their company’s success as well as their continued tenure as CEO. In most cases, a CEO whose company is not growing is a CEO who is soon to be fired. Growth almost always requires innovation.” – Howard Tiersky, President and Founder, Moving Interactive
“World-changing technology may not be within every company's reach, but world-changing impact is. To win, companies need to find new ways to harness the power of social change to build their brands, turn customers into brand "passionates" and deepen their "social value proposition." It's no longer just about social responsibility; it's about social innovation — using the engine of the business to solve social problems.” – Jason Saul, CEO, Mission Measurement
“Consultancies need to be attuned to the total shopper experience. They need to have a view across the entire retail store and across multiple channels, understanding the what and why behind the differences, and how best practices can be deployed in multiple categories and aisles. The best consultancies will provide a constant pulse on the retail landscape and on consumer and shopper behavior.” – Carrie Shea, President, AMG Strategic Advisors
AMG Strategic Advisors President Carrie Shea Honored Among Top 25 Consultants
On the technology side, Scott Haug, a partner at Waterstone Management Group, sees all the ingredients coming together. “We now have mobile devices becoming smarter, more pervasive, and more sophisticated,” he says. “And we have mobile and web capabilities moving closer to the physical point of sale – online-in-line.”
MANY COMPANIES ARE doing a good job evolving their strategies to take advantage of new technologies and merging global healthcare models. However, some need revolutionary change to respond to the challenges brought by emerging customers and generic competition (especially follow-on biologics).
Susan Cypra, Partner, Archstone Consulting
Griffin, based in Lake Forest, will combine with Acosta's Lombard-based insight and marketing group to create AMG Strategic Advisors.
Carrie Shea, Griffin co-founder and CEO, will become president of the new unit. "Now we'll be providing the full suite of strategy offerings to complement (Acosta's) other services," she said.
Most preliminary mergers and acquisitions (M&A) targeting and early analysis is conducted by a select group of senior executives, board members and corporate development staff. This is to protect the confidentiality of a potential deal until it is formulated to a point where both parties agree it makes sense to pursue the deal in greater detail. – Maureen Piche, Principal, Archstone Consulting
“The value of Hispanic consumers to CPG marketers bears repeating: Not only are Hispanics the fastest growing population group--Hispanics will contribute more than 60 percent of all population growth over the next five years--but, more important, Hispanics make up a $1.2 trillion economy that rivals consumer expenditures of Russia and Mexico, and their disposable income is projected to more than double by 2020.” – Elena Etcharren, SVP, AMG Strategic Advisors, and Liz Sanderson, VP Of Strategy & Insights, Univision Communications Inc.
“Future winners in the online marketing space will understand that success means investing in performance marketing programs of continuous improvement that provide increasing and demonstrable profits. That’s performance marketing, and you won’t want to cap its success with an annual budget.” – Jonathan Shapiro, CEO, MediaWhiz
“There’s a massive increase in the amount of content that needs to be created because of targeting. The other issue that is somewhat similar to targeting is local customization.” – John Malec, CEO and Founder, Visible Spectrum Solutions