Analytics-Based Customer Value Proposition Development in B2B Supply Chain

The customer value proposition is the heart of an organization. The internship provided an opportunity to examine this critical process at a wholesaler-distributor firm, in business-to-business supply chain. Distributors cannot expect a premium return on their value proposition of superior service if they cannot persuasively demonstrate it to the customer’s own satisfaction. To address the same, the process is analyzed by focusing on three aspects of value proposition – value proposition development, demonstration and customization. The study formulated analytics to assess these aspects of value proposition process. Based on extensive survey data and in-depth interviews, the study identified four key elements of value proposition and six aspects of customer value. The value proposition framework is developed by mapping distributor’s capabilities to financial drivers of customer’s business. The framework is applied to subject firm in order to develop value proposition map. Using the value proposition map as blueprint, customer profitability analyzer is developed as a value proposition demonstration tool. Applying value proposition map and leveraging existing customer classification, the guidelines for customizing value proposition to individual customers is developed. Finally, a business case is established by linking recommendations and tools to return on investment and risk assessment. The value proposition map and associated sales enablement tools act as a catalyst to solving industry-wide challenge of transforming salesforce to value advisor state as part of counter-commoditization strategy

Plan's CCCD approach - Country study PLAN-Kenya

The field study for Kenya, a part of the strategic formative evaluation on CCCD, was carried out August 16-23, 2009. This country study aimed at studying CCCD as an approach for development and how it was applied by Plan Kenya. The executive summary covers the main findings and recommendations of the field study in Kenya. Detailed findings and recommendations concerning Plan Kenya are described in this report. Findings and recommendations when relevant are incorporated in the synthesis report: Strategic Evaluation Study on CCCD for Plan NLNO. After the introduction the report starts with an overview on the country context and Plan Kenya. The third chapter presents how Plan staff and partners view CCCD, fourth chapter is on how CCCD works in practice, chapter 5 looks in more detail on partnerships. The report ends with a summary of the findings and recommendations. CCCD was introduced in Kenya in 2004. Programmes undertaken by Plan Kenya do take child centredness and community development as their main point of departure

The role of social networks in students’ learning experiences

The aim of this research is to investigate the role of social networks in computer science education. The Internet shows great potential for enhancing collaboration between people and the role of social software has become increasingly relevant in recent years. This research focuses on analyzing the role that social networks play in students’ learning experiences. The construction of students’ social networks, the evolution of these networks, and their effects on the students’ learning experience in a university environment are examined