Comments on: CEOs no longer see around corners, but customers do. http://blogs.gartner.com/michael_maoz/2009/05/04/ceos-no-longer-see-around-corners-but-customers-do/ A member of the Gartner Blog Network Tue, 07 Feb 2012 17:29:49 +0000 hourly 1 http://wordpress.org/?v=3.0.4 By: Maoz: Time for a “reckoning” | It's About Time http://blogs.gartner.com/michael_maoz/2009/05/04/ceos-no-longer-see-around-corners-but-customers-do/comment-page-1/#comment-238 Maoz: Time for a “reckoning” | It's About Time Tue, 26 May 2009 21:11:38 +0000 http://blogs.gartner.com/michael_maoz/?p=183#comment-238 [...] his blog entry from yesterday Michael Maoz from Gartner says that this is a time for a reckoning  that these times will [...] [...] his blog entry from yesterday Michael Maoz from Gartner says that this is a time for a reckoning  that these times will [...]

]]> By: Joshua http://blogs.gartner.com/michael_maoz/2009/05/04/ceos-no-longer-see-around-corners-but-customers-do/comment-page-1/#comment-166 Joshua Tue, 05 May 2009 09:57:57 +0000 http://blogs.gartner.com/michael_maoz/?p=183#comment-166 "...now is the time to grab market share from businesses that shortchange the customer." This seems true only for B2C businesses. The problem for B2B business is that the companies who short change their own customers by cutting costs at any price are also doing the same thing to their suppliers - e.g. canceling (customer-centric) technological investments like improved CRM. B2B sellers, meanwhile, are cutting prices (and profit margins) just to stay alive in the face of increased competition with their larger rivals. Where's the silver lining in that? “…now is the time to grab market share from businesses that shortchange the customer.”

This seems true only for B2C businesses. The problem for B2B business is that the companies who short change their own customers by cutting costs at any price are also doing the same thing to their suppliers – e.g. canceling (customer-centric) technological investments like improved CRM. B2B sellers, meanwhile, are cutting prices (and profit margins) just to stay alive in the face of increased competition with their larger rivals.

Where’s the silver lining in that?

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