Out here, vendors scream at my clients to integrate everything. They want one big centralized customer data warehouse, and they want everybody using the centralized database supported by a centralized technology team.
"You need a 360 degree integrated omnichannel customer view."
And yet, everybody who has worked in retail / e-commerce knows that at some point the centralized thesis falls apart.
At some point, innovation becomes necessary, and the centralized process becomes too cumbersome, too slow, too rigid to facilitate innovation.
This is where the "pioneers" get in their wagons and create something new and interesting.
Some of the "new and interesting" things become worthy of business attention.
Those things begin to grow and thrive.
Then the centralization argument takes over (again).
This is just the way business works. Innovation outside of centralization, then centralization absorbs innovation.
As a Leader, it's good to accept this balance, this give-and-take. Do not blindly accept the vendor-pushed thesis of "everything centralized". That's how vendors make money. The Leader makes profit by allowing innovation outside of centralization.
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1 - Why do I care about new customers when my industry obsesses with catering to best customers via omnichannel theory?
Good question!
It goes back almost 30 years.
2 - Ok, I was working at Lands' End in 1991. One of your Circulation Managers had a challenge. She had two segments of customers she mailed, and one she didn't. She knew how the mailed segments performed, but needed an estimate for the segment she didn't mail.
3 - Estimating segment performance for an un-mailed segment was easy ... I had done this work at the Garst Seed Company in the late 1980s. So I performed the exercise for her.
I read a tweet-storm tonight where the author suggested that Leadership isn't centralized but is instead local, and that a centralized group can offer support but otherwise should stand down and let localized Leaders perform.
There is much truth to this.
2 - I'll take you back to 1998 at Eddie Bauer ... that's 22 whopping years ago. My goodness.
I was moved into a Director of Circulation/Analytics role, which in the old days would have been similar to a VP of E-Commerce role today.
3 - But because of red tape at Eddie Bauer, I was essentially responsible for the profit and loss statement of the catalog/e-commerce division AND I reported to a DVP who reported to an SVP who reported to an EVP who reported to the CEO.
Because as we go through the next four months (Winter) we're going to have a whole bunch of situations where there is no help from the Federal Govt. while local Govt. shuts down / restricts the in-store experience.
You can block somebody, that just makes the enemy really angry.
You can mute somebody. Then the enemy just screams into the void.
I spent years dealing with nasty folks who clearly didn't understand business ... they're welcome to their opinions, they aren't welcome to beat my brains in. The last few years has been much more peaceful after using the mute button on these angry individuals.
You can disagree reasonably, but you really need to bring facts and not talking points to the disagreement. If you bring facts, I don't mute you. If you bring talking points and keep being nasty, mute.
Do your own research on actual customer transactions. It helps your case.
This thread outlines the books that have been influential in my work. The books frequently diverge outside of my profession, and that's a good thing.
This book is one of my favorites, from Super Bowl winning head coach Bill Walsh. He outlines every detail about running a football team, and no detail is too small. Everything he talks about applies to running a department, or a business.
This book is about the invention of an offensive system that is the polar opposite of what Bill Walsh created. It shows that there are many ways to be successful ... the roots of the system described here are run all across college (Mike Leach, Mississippi State, for instance).