Peter G. Balbus, Management Consultant and Futurist, Sees Significant Growth Opportunities for Companies with e-Business Enabled Indirect Sales Models

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Web-enabled marketing technologies make possible new business models and new strategic capabilities

In a recently published white paper, management consultant and futurist Peter G. Balbus outlines how companies with indirect sales models can shift the balance of economic power and gain sustainable competitive advantage through a combination of innovative thinking, new business models and proven e-business technologies.

The white paper, entitled “Forward Thinking: How New Business Models and Marketing Automation Tools Will Shift the Balance of Economic Power in Indirect Sales Channels”, describes the changes that have made new business models possible and outlines the strategic roadmap for companies to get – and keep – a leg up on their competition. Based on knowledge of more than 50 companies reliant upon indirect sales partners, the white paper makes a compelling case for executives to rethink long-held beliefs about who their customers are and where value is created in their business activities.

According to Balbus, CEO of Pragmaxis LLC, “The world of indirect sales – industries where the primary sales channels are agents, dealers, VARS or other resellers – is experiencing unprecedented business pressures that demand new ways of thinking about go-to-market approaches and managing the flow of physical and electronic objects in the value chain. In both business-to-business and business-to-consumer markets and across a broad range of product categories, the dominance of ‘big box’ retail chains combined with deflationary pressures exerted by the ‘China effect’ is rendering traditional ways of doing business obsolete. Even in the most traditional industries, companies are finding significant new sources of revenues and competitive differentiation by integrating 21st century technologies and business concepts into their operations. Successful businesses realize that they cannot afford to stand on the sidelines and wait to see what their competitors are doing before they act themselves.”

The white paper provides a process for determining the readiness of a company to take advantage of these new business models and technologies, and suggests steps executives should consider for advancing their organizations to the next stage in their evolution. The strategic roadmap outlines the business capabilities required to proactively address competitive threats and discusses how proven e-business tools can level the playing field for smaller companies competing with much larger rivals.

About Pragmaxis LLC

Pragmaxis LLC is a management consulting firm that specializes in assisting executives in defining and operationalizing top-line growth initiatives, e-business and marketing/channel strategies for Fortune 1000 corporations. The firm helps senior executives understand how their industries are likely to change in the next 2-5 years and what steps they should be implementing today to achieve and sustain competitive advantage in the future. Industries served include manufacturing, logistics and distribution, consumer packaged goods, financial services, high-tech, electronics and telecommunications.

Senior practitioners worked for firms including Booz Allen & Hamilton, CSC Index, Nolan Norton & Co. and KPMG Strategic Services prior to joining Pragmaxis.

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