EMC2: Delivering Customer Centricity Case Study Help Analysis With Solution
- April 19, 2019
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- Category: Case Study HBR Case QA
EMC2: Delivering Customer Centricity Case Study Help Analysis With Solution Online
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This case describes that the concept of customer centricity and traces its development at EMC, the world’s leading data storage hardware and information management software company. EMC’s customers had historically relied on EMC salespeople to guide them through the complex, consultative buying process. However, with the rise of social media, prospective customers are getting more of the information they require earlier in the purchase process online. As they do so, their physical interactions with EMC salespeople are decreasing, while their digital interactions are increasing. Given the changing business environment, BJ Jenkins, senior vice president of Global Marketing, faces significant challenges as he tries to maintain EMC’s culture of customer centricity. These include 1) translating EMC’s platinum service levels, designed to appeal to the world’s largest companies, to small businesses and B2C customers, 2) understanding how the replacement of physical interaction with digital interaction in the consultative selling process affects EMC’s business, and 3) managing a VAR sales model that distances EMC from its customers..We provide complete covering detailed case to the students looking for EMC2: Delivering Customer Centricity Case Study Help Analysis With Solution.
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CASE ID: HB CASE 3275
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