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How DTOC and Machine Buyers are disrupting the sales landscape - and what you can do about it.

The Digital Twin of the Customer (DTOC) and the rise of machine buyers are changing the way businesses operate and will continue to do so over the next decade.


The Digital Twin of the Customer (DTOC) is a cutting-edge technology that is becoming increasingly important in the world of sales. Essentially, DTOC is a dynamic virtual representation of the customer that enables sales teams to test programs, predict customer behaviour and optimise their sales strategy. DTOC is a critical component of sales and marketing automation that enables sales professionals to engage with customers in new and more personalised ways.

DTOC technology is already being used in a variety of industries, including automotive, healthcare and manufacturing. In the automotive industry, DTOC technology is used to predict the performance of vehicles and to simulate different driving conditions. In healthcare, DTOC technology is used to simulate patient behaviour and to test the effectiveness of medical treatments. In manufacturing, DTOC technology is used to optimise supply chain management and to predict equipment failure.

One of the key benefits of DTOC technology is that it enables sales professionals to create more personalised and effective customer experiences. By using DTOC technology, sales teams can analyse customer behaviour, their preferences and develop customised sales strategies that are tailored to individual customer needs.

As DTOC technology continues to advance, it is likely that we will see even more innovative applications of this technology in the future. For example, companies may use DTOC technology to create digital twins of entire customer segments, enabling sales teams to develop customised sales strategies for specific customer groups. Additionally, we may see DTOC technology integrated with other emerging technologies, such as AI and machine learning, to further optimise sales and marketing automation.

In conclusion, DTOC technology is a game-changer for the world of sales and marketing. As companies increasingly recognise the benefits of DTOC technology, we can expect to see more and more innovative applications of this technology in the coming years.

The ability to predict and emulate customer behaviour will give companies a significant competitive advantage and enable them to deliver more personalised and effective customer experiences.

Machine Buyers

Meanwhile, the rise of machine buyers is changing the way goods and services are consumed.

The rise of machine buyers is no longer a futuristic concept but a current reality that is changing the way businesses operate. Machine buyers, or non-human economic actors that can purchase goods or services in exchange for payment, are becoming more prevalent in the market. In fact, CEOs and CIOs predict that by 2030, one-fifth of their total revenue might come from machine buyers.

This new target market has already begun to take shape in various industries. Financial services products now use AI to help consumers negotiate bank fees and get their refunds automatically. Cars have diagnostic systems that can identify issues and order parts for service. Additionally, automated warehouses use robots to fulfil orders and handle inventory management.

But it's not just limited to these industries. Even in the healthcare sector, the use of telemedicine has allowed machines to diagnose and treat patients. Vending machines that can accept cashless payments and restock automatically have also become more common in public places.

As these examples show, the concept of machine buyers is not limited to science fiction. It's already happening in the real world and businesses need to start preparing for this shift. The rise of machine buyers will become more important over the next decade as they continue to change the way goods and services are consumed.

As machine buyers become a more tangible part of the market, sales organisations will need to adapt and plan for the ensuing enablement issues. They will need to find new ways to interact with machines, whether it's through digital assistants, chatbots or automated processes. Sales teams will also need to learn how to optimise their processes to meet the needs of machine buyers.

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