Author: tivar.kelmendi

Sales efficiency for industrial companies
tivar.kelmendi
Sales

Sales efficiency for industrial companies

At present, many industrial companies face numerous challenges: supply bottlenecks, rising raw-material prices, changing customer requirements are just a few examples. At the same time, many industrial companies manage to hold their own successfully and maintain or even increase revenue....
April 16, 2026
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Improving competencies
tivar.kelmendi
Agile Transformation

Improving competencies

In most organisations, competencies regarding digitalisation are viewed critically. A Bitkom study shows that a large proportion of working people consider their competencies in digitalisation insufficient. This assessment is understandable against the backdrop of a hype that is, in part,...
April 16, 2026
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Customer segmentation
tivar.kelmendi
Data Management

Customer segmentation

Customer segmentation is one of the most discussed concepts in customer-relationship management. There have always been customers with different needs and attitudes. Segmentation is intended to support organisations in achieving differentiation through customer-relationship management that is optimally tailored to the...
April 16, 2026
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Price increase
tivar.kelmendi
Pricing

Price increase

In many industries, price increases are currently being considered or carried out. This usually happens due to rising raw-material prices and/or losses during the pandemic. At first glance, that is not unusual. But when, in the past, one raised the...
April 16, 2026
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Strategy
tivar.kelmendi
Sales

Strategy

Developing a strategy is characterised by high complexity. This results from the necessity of an integrated approach, since the decisions concern not just a part but always the entire organisation. From this, diverse, hardly predictable, uncertain behavioural possibilities can arise....
April 16, 2026
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Definition of co-creation
tivar.kelmendi
Customer Centricity

Definition of co-creation

The service-dominant logic introduced the concept of co-creation, or customer engagement. The service-dominant logic assumes that the customer is always a component of an organisation’s value creation. In recent years, the possibilities for steering and integrating the customer into value...
April 16, 2026
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5 pricing recommendations
tivar.kelmendi
Pricing

5 pricing recommendations

Customers increasingly pay attention to price as a decision aid. So one might think that pricing has a high priority in companies. Unfortunately, that is not the case. While functions such as communication are completely over-emphasised, pricing leads a shadowy...
April 16, 2026
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Definition of customer value
tivar.kelmendi
Customer Centricity

Definition of customer value

The dimension of customer-value-based decision making refers to decision-making that systematically increases the value for the customers, but also for the organisation. In the literature, a heterogeneous understanding of the terms has developed with regard to customer value. In addition,...
April 16, 2026
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