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Author Archive | Graham Hill

Big Data, Value-based Pricing and Ethics

Blog post by on March 1, 2014

Value-based pricing is coming of age. Powered by big data and real-time analytics, companies are now able to offer individual customers unique prices based upon their circumstances. Although there is still some confusion about what value-based pricing …

How Customer Jobs drive Value-based Pricing

Blog post by on February 26, 2014

In an earlier post on ‘Value-based Pricing; Fair or Foul? I compared the economist’s view of value-based pricing with the moral philosopher’s view of it and asked whether it was ‘fair or foul’ for customers. Despite the …

Value-based Pricing: Fair or Foul?

Posted on February 19, 2014

As Accenture describes in a recent book on ‘Contextual Pricing: The Death of List Price and the New Reality’, the growth of big data provides companies with unprecedented opportunities to personalise their products, services and experiences for …

Why Customer-Focus is NOT ENOUGH to Succeed

Blog post by on February 18, 2014

There is a popular myth that being customer-oriented is the secret of success in business. Sadly, although being customer-focused is essential for success, it is not enough to guarantee it. Success requires a company to focus on …

How Contextual Marketing Turns Marketing into Service

Blog post by on January 22, 2014 Editor's Pick

Content has always been critical in marketing, whether a 30-second TV ad, a long-copy infomercial in a magazine or an HTML email. It is the marketer’s tool of choice to talk to the customer about what they …

T-Mobile: Three Strikes and You’re Out!

Blog post by on October 11, 2013

We have been customers of T-Mobile in Germany for more years than I care to remember. Too many years! Up until recently, we had six mobile contracts for different family members and uses. All in my wife’s …

Seven Simple Steps Towards Better Collaboration

Blog post by on September 30, 2011

In an earlier post on CustomerThink I described Ten Principles that Drive Effective Collaboration. And why just implementing collaboration technology would not improve collaboration. Worse, how it would make you into an ‘Expensive Old Organisation’; with all …