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Processes

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  • The Buyer Journey in B2B Sales - Sales Processes for the Digital Age

    In the digital age, the sales process has changed drastically. The traditional sales method, in which a salesperson actively approaches a potential customer, is now obsolete. Instead, companies are focusing more and more on the entire decision-making process of the buyer - the so-called "Buyer Journey". This blog article focuses in particular on the buyer journey in B2B sales. Even though the buyer journey in the B2C sector is very similar, the B2B buyer journey is usually much more complex, as the decision-making process is much more complex than in B2C.

    Sales / After SalesBastian Maiworm5 minutes

  • Enterprise Architecture Management (EAM) in digital transformation

    The digital transformation does not stop at Enterprise Architecture Management (EAM). But how do you teach agility and DevOps to the bureaucratic waterfall approach in traditional EAM? How do you create win-win situations? Changing the corporate culture is just as much an issue as dusting off the hierarchical structures! Mutual benefits only come with the acceptance of the views of all stakeholders involved and thus with trust.

    StrategyDr. Hannes Lischka7 minutes

  • RPA - Robotic Process Automation - but what for?

    Have you often transferred data from several Excel sheets or PDF files to another application several times a day? Or do you have to transfer orders from incoming e-mails into an enterprise resource planning system on a regular basis? If you know these activities, then you have only one wish. You would like to minimize or hand over this time-consuming work. You now have an idea of what RPA means: the automated execution of this (annoying) activity by a software robot.

    ProcessesDIGITAL BREAKFAST5 minutes

  • Digitization without business continuity? Forget it!

    The digitization of business processes should lead to them offering a better experience and becoming more efficient. However, these benefits often also lead to stakeholders becoming more and more dependent on the IT systems used. In this article, I therefore highlight the increasingly important, but always often forgotten or only technically addressed topic of business continuity.

    ITGeorg Hauzenberger9 minutes

  • PDCA - the universal formula for change?

    Between endless planning or actionistic "just go for it," there's a simple middle ground for moving into uncharted territory. In iterations you achieve progress without having to "fail your way forward".

    ProcessesCorinna Hischke8 minutes

  • What is Digital Transformation? - Definition and a Framework for digital Change

    Based on a recent study, this article provides a definition for digital transformation and will introduce you to the three key ingredients to a successful digital transformation framework. Implementing digital transformation is most certainty not easy and different challenges will arise from trying to achieve a substantial change. Learn here the leadership skills required for this process and everything else you need to commence your digital journey.

    Strategy / VisionDr. René Bohnsack8 minutes

  • 6 tips for successful projects with start-ups

    Not only corporations, but also small and medium-sized businesses are feeling the pressure to adapt to the changing times and to digitalise processes. Anyone who takes a closer look at the topic of digital innovation will quickly see that the necessary know-how about AI is often not located in their own company, but instead in the vibrant start-up scene. But what are the reasons for cooperating with start-ups and how can they be successful, despite the often different mindset?

    Technology & TelecommunicationsBastian Maiworm6 minutes