Why Flexible Consumption Models Require an 'Always On' Approach to Customer Insights

Posted by Jason Bell on Mon, Aug 06, 2018

This post is the second in a six-part series on strategies for high-tech companies and business leaders to adopt to meet the evolving requirements associated with flexible consumption models.

In today’s high-tech landscape, more customers are eschewing subscriptions or contracts in favor of flexible consumption models, where they pay for what they use. That makes it increasingly important for tech companies to focus on customer service. Since customers aren’t locked into long-term contracts or expensive hardware upgrades, they can leave in an instant, so you need to constantly have your finger on the pulse, and have a system in place that enables you to take action based on customer insights as well as emerging marketplace trends.


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Forget the New iPhone Hype. Focus on Artificial Intelligence and Voice Assistants Instead.

Posted by Jason Bell on Mon, Oct 09, 2017

Last month, hype about the iPhone X—the phone’s latest reboot and first major advancement in several years—reached a fever pitch, but if you’re looking at this latest iPhone as the bellwether of what’s coming in the new era of personal technology, you’re looking in the wrong place. The next era of technology will be shaped by artificial intelligence and voice-controlled personal assistants.


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The Evolution of Buyer Behavior in B-to-B Technology

Posted by Jason Bell on Wed, Oct 19, 2016


Pramil Jain co-wrote this blog post with Jason Bell.

This post is the sixth in a seven-part series examining top trends that are reshaping the high-tech industry. 

Unless you’ve been sleeping under a rock for the past few years, you’ve probably noticed that customer buying behavior has been shifting from traditional channels (including sales) to digital channels. Customers are increasingly going online to inform their technology procurement decisions, and it’s happening throughout the customer journey. According to Accenture, 94% of B-to-B technology buyers do online research, and 68% have purchased goods online. It’s becoming increasingly common for businesses to make B-to-B technology purchasing decisions before they even make first contact with a sales rep. In fact, by 2020, Gartner Research estimates that customers will be managing 85% of their relationships without talking to a human.  


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