peter fader Keynotes
Peter Fader's keynotes mirror his work in customer analytics as co-director of the Wharton Customer...
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A Customer Centricity Keynote by Peter Fader Offers New Strategies
Jonathon Brown — January 23, 2013 — Keynote Trends
References: marketing.wharton.upenn.edu & youtu.be
Peter Fader’s customer centricity keynote draws a line in the sand between the old school product centricity model of business development and the new “solution provider” model.
Fader begins by clearly outlining product centricity. He explains that businesses traditionally grew their products in one of two ways: either by using their knowledge to expand their product line to offer existing customers more or by attempting to reach more customers with the same product. This model assumed a sort of natural monopoly where said business was the only one with the idea or know how.
Fader quickly brings us up to speed by describing the solution driven customer centricity model of today. He gives a great example of IBM who went from producing a commoditized array of products to offering business solutions to its clients regardless of the vendor the product came from.
Fader begins by clearly outlining product centricity. He explains that businesses traditionally grew their products in one of two ways: either by using their knowledge to expand their product line to offer existing customers more or by attempting to reach more customers with the same product. This model assumed a sort of natural monopoly where said business was the only one with the idea or know how.
Fader quickly brings us up to speed by describing the solution driven customer centricity model of today. He gives a great example of IBM who went from producing a commoditized array of products to offering business solutions to its clients regardless of the vendor the product came from.
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