Market Perspective
Becoming a Digital Distributor: A Playbook & Maturity Model
Q4, 2021
This Market Perspective offers a framework for distributors to adopt in order to accelerate incremental transformation. The framework spells out four key transformation levers:
1. Business portfolio
2. Enterprise value definition
3. Engagement strategies
4. Culture & capabilities
And, four technology enablers:
1. Digital business processes
2. Experience management
3. Intelligence & automation
4. Modern IT architecture
The Market Perspective dives into each of the above, detailing a maturity model and offering prescriptive recommendations on how to improve maturity.
FOUR KEY B2C COMMERCE IMPERATIVES
Incisiv
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As consumers continue to reshape their expectations,
enterprises must contend with a uniquely challenging landscape.
The consumer technology landscape is forever changing.
From Pinterest to TikTok, WeChat to Instagram, new experiences can rapidly gain consumer adoption and relevance.
From augmented reality to voice, smartwatches to chatbots, consumers are constantly embracing new interaction paradigms.
Commoditized convenience is eroding loyalty and margin.
Consumers expect convenience. If you can't deliver it, they'll go elsewhere - e.g. next day shipping becoming the new standard.
Walmart will reportedly lose USD 1 billion on eCommerce revenue of USD 21 billion this year as it faces challenges in its bid to complete against Amazon – from trouble integrating its DNVB acquisitions to impact on margin from its next-day delivery operations.
Consumers value experiences that are curated to fit their lives better.
They want to engage, be served, and transact at their time, their pace, their place. They have little patience, infinite choice and the freedom to swipe left at the slightest hint of friction.
