Sales and digital: a strategic transformation

SDA Bocconi Insight - Research Updates

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What are the most salient aspects Digital Commercial Transformation (DCT) for managers? What are the objectives of DCT? What are the most common processes, methods, tools and results? These are the questions which we attempted to answer in this study, our primary aim being to identify clusters of companies based on the different models they use for DCT.

Fieldwork
The research was conducted bythe Commercial Excellence Lab (CEL) at SDA BocconiWe carried out our work in two stages, the first qualitative and the second quantitative.



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