This week we interviewed Nick, former VP of IT at Kroger with more than 30 years of experience in retail, who shared insights on how vendors can best adapt to support retail organizations during these unique times.
Here are the three key takeaways from the conversation:
1. If something’s not urgent, let it lie for the time being. Make space for some adjustment. Make it easier for your partners, maybe extending contracts that are up for negotiation under current terms and then revisiting once the dust has settled in a few weeks. This is a unique situation for businesses to adapt to because of the scale. It’s not a localized event, it’s national and global. This is not a time to negotiate, not a time for product audits – a sweet and short note saying that you’re there to help is the strongest move to make at this point.
2. There are a lot of gaps to fill in business, government and infrastructure. Even beyond your vendor partnerships, consider how your organization could pitch in anywhere where your experts are relevant. You never know the impact that you might have and the relationships that may come out of it.
3. Retailers and businesses in general are going to be digesting current events for some time. We’ll move on from where we are now, but the lessons learned from these events will ripple outward for some time. Get ahead of that reflection period so that you can tell a compelling partnership story while these organizations still feel a need to mitigate future risk, while they’re still digesting and considering. Look at e-commerce, look at consumer behavior, look at empowering workforces and look at supply chains specifically when it comes to retail.
Erin has 20 years of experience in B2B product and service innovation and leadership roles, with a consistent focus on growth through customer-centricity. Most notably, Erin spent nearly a decade at SiriusDecisions (now part of Forrester Research) in a range of research and advisory product leadership roles, responsible for the entire innovation lifecycle: discovery, design, development, sales enablement, launch, implementation, and research/voice-of-the-customer-based iteration and enhancement. As part of this work, she was one of the most prolific commercially-viable content creators and public speakers, authoring and presenting hundreds of commercially-viable research briefs, models, frameworks, templates, tools, and one patented methodology – building world-class delivery teams and working closely with hundreds of the world’s leading B2B marketing leaders to operationalize these best practices in pursuit of revenue objectives.
Dynamic, results-driven agile technology leader with over 12 years of leadership experience and 10 years of hands-on software development experience. Adam has significant expertise in designing, building, and running highly available software as a service. He loves being part of a team where he can be instrumental in building and running a world-class team of software practitioners based on shared cultural values including collective ownership, pragmatic mastery, and continuous improvement.
VP of Operations
Diana has extensive experience in senior operational roles at technology startups. Before becoming VP of Operations, she was Emissary’s Chief of Staff and Head of Revenue Operations. Prior to joining Emissary, she was Director of Sales Operations for Burning Glass (a Boston-based job market analytics company). Diana has a PhD in History from Harvard University and was, in another life, a consultant for Monitor Consulting and professor of management at Moscow School of Management. Diana was also a co-founder and operator of four critically acclaimed restaurants in Cambridge and Somerville, Massachusetts,
Chief Executive Officer
Allen is the Chief Executive Officer at Emissary. For over 20 years, Allen has been a senior executive leader who has delivered multi-year, double-digit growth in complex and entrepreneurial businesses. Known for being an exceptional coach and steward of talent. Allen is also the founding member of Chief, an organization specifically designed for senior women leaders to strengthen their leadership journey, cross-pollinate ideas across industries, and effect change from the top-down.
John is responsible for Emissary’s revenue and commercial functions. He brings deep domain expertise in sales performance having led commercial teams to explosive growth over the last 20 plus years across a variety of industries. Notably, John has spent the last 9 years in the sales consulting, performance and enablement space offering clients cutting edge solutions to solve contemporary sales and marketing challenges.
Director, Advisor Operations
Morgan oversees advisor operations at Emissary. Prior to joining Emissary, Morgan spent the last 9 years building and optimizing high performing operations teams from the ground up. Morgan previously ran operations at the home services network, Handy, scaling the professional platform by over 10x before being acquired by ANGI Homeservices. Having worked in professional services and consumer services, Morgan is an expert in how to scale and grow operations.
Head of Finance and Company Operations
Kate has led Finance & Operations in start-ups and non-profits for over 15 years. Over her career, she has worked to promote volunteerism, alleviate poverty, and connect professionals.
Chief Research and Strategy Officer
Seleste has been a leader and consultant in the sales effectiveness space for over 20 years, running professional services, product and marketing organizations. She is a regular contributor to industry publications, a conference speaker and has written two books and countless papers on B2B revenue strategies.
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