{
  "docId": "019dd923-5ddf-7308-8fca-8ab4ac45dd1e",
  "docSlug": "7f630d4cfb88bb0d",
  "documentTitle": "Digital Future of B2B Sales",
  "authorId": "RolandBerger",
  "authorName": "Roland Berger",
  "documentKindSlug": "consulting-deck",
  "documentKindLabel": "Consulting deck",
  "sourceTypeSlug": "strategy_consulting",
  "sourceTypeLabel": "Strategy consulting",
  "presentationDate": null,
  "orientation": "portrait",
  "aspectRatio": 0.706,
  "pageNumber": 10,
  "pageCount": 16,
  "prevPage": 9,
  "nextPage": 11,
  "slideType": "executive_summary",
  "function": "summarize",
  "density": "overcrowded",
  "nDataPoints": 0,
  "notes": "Page 10 of a report. Discusses three critical issues for B2B digitization, focusing on customer journey and channel permeability.",
  "elementsJson": [
    "paragraph"
  ],
  "metadataConfidence": 0.9,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5ddf-7308-8fca-8ab4ac45dd1e/10",
  "deckHref": "/decks/019dd923-5ddf-7308-8fca-8ab4ac45dd1e",
  "deckJsonHref": "/decks/019dd923-5ddf-7308-8fca-8ab4ac45dd1e.json",
  "deckAnchorHref": "/decks/019dd923-5ddf-7308-8fca-8ab4ac45dd1e#slide-10",
  "components": [
    {
      "bbox": null,
      "kind": "callout",
      "text": "The most important starting point for change is the understanding that the structure and content of information presented in digital form should model what is known as the customer journey.",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd951-e58e-76cb-be55-51093d885839",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.42,
        "x": 0.06,
        "y": 0.11
      },
      "kind": "paragraph",
      "text": "How distant a vision is this new digital reality for today's providers of capital goods and industrial software? Our study indicates that, at most companies, vast potential still remains untapped.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "49339078-9f0a-488e-9685-3d7ae30598bb",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.42,
        "x": 0.52,
        "y": 0.87
      },
      "kind": "paragraph",
      "text": "Solution: Managing sales channels is like conducting an orchestra. Each instrument must be played perfectly, while transitions from one to another must be smooth and harmonious.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "5a60c7ff-244c-4559-bb2e-8c5ebbcc1473",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.42,
        "x": 0.06,
        "y": 0.42
      },
      "kind": "paragraph",
      "text": "The design, functionality, connectivity and user-friendliness of a B2B company's website is the visible, outward expression of its digital capabilities.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "87b98d58-fa10-4983-bb0b-014840b50d47",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.42,
        "x": 0.06,
        "y": 0.52
      },
      "kind": "paragraph",
      "text": "Solution: The most important starting point for change is the understanding that the structure and content of information presented in digital form should model what is known as the customer journey.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "9aec2358-0ff9-433b-80ba-5555a49d27dd",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.12,
        "w": 0.42,
        "x": 0.06,
        "y": 0.26
      },
      "kind": "paragraph",
      "text": "When accompanying digitization projects at B2B companies, we have again and again encountered the same three critical issues: The customer's perspective must show the way forward, channels must become permeable, and the greater complexity that digitization entails must be carefully managed in the sales system.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "a4059f45-2d04-4059-a95c-7928f038fcc8",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.42,
        "x": 0.52,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "Up to now, sales channels have tended to be organized separately, making it difficult to switch from one to another. In the digital world, that will no longer get the job done.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "b060f71b-0050-4659-9be9-d8a67a7c04c0",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.02,
        "w": 0.35,
        "x": 0.06,
        "y": 0.39
      },
      "kind": "title",
      "text": "1. LET CUSTOMERS SHOW THE WAY",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "56de2cbb-2c36-4f4c-b6ea-d3f6f2d65ab7",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.02,
        "w": 0.12,
        "x": 0.06,
        "y": 0.04
      },
      "kind": "title",
      "text": "10 THINK ACT",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "65d18436-60db-42b6-9914-c723a83d60bd",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.02,
        "w": 0.35,
        "x": 0.52,
        "y": 0.57
      },
      "kind": "title",
      "text": "2. MAKE CHANNELS PERMEABLE",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "eee6ee9c-ac5c-48b6-9521-e7e4a3a8644a",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.02,
        "w": 0.25,
        "x": 0.06,
        "y": 0.06
      },
      "kind": "title",
      "text": "The digital future of B2B sales",
      "attrs": null,
      "subkind": "subtitle",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "6fd6afde-eefc-44dd-9799-fbf304d01f9f",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Executive summary",
      "slug": "executive-summary",
      "agent": null,
      "layer": "slide",
      "matchId": "559e766b-be6c-4551-8461-adcb213ca707",
      "evidence": "When accompanying digitization projects at B2B companies, we have again and again encountered the same three critical issues: The customer's perspective must show the way forward, channels must becom",
      "confidence": 0.9
    }
  ],
  "frameworks": [
    {
      "name": "customer-journey-map",
      "slug": null,
      "matchId": "14bffb22-dfb5-4f31-be6a-c33144c4c456",
      "evidence": "Mentions modeling information structure based on the customer journey.",
      "confidence": 0.9
    }
  ],
  "arcBeats": [
    {
      "to": 14,
      "from": 10,
      "beatId": "151de27a-0c94-422a-a19f-983b9b733285",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Impact & Next Steps",
      "beatSlug": "consultants-gambit-impact-next-steps",
      "evidence": "The deck provides an executive summary, key messages, and a diagnosis",
      "position": 3,
      "confidence": 0.8,
      "parentBeatName": "Resolution",
      "parentBeatSlug": "resolution"
    }
  ],
  "loops": [],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}