How to Make Amazon’s Four Pillars of Success Work For You – Jeffrey Eisenberg - GrowCommerce 2017

I. Customer Centricity
II. Continuous Optimization
III.Culture of Innovation
IV.Corporate Agility

3
… Jeff Bezos, I do think is the most
remarkable businessperson of our
age. To succeed in two different big
businesses in a huge way. I can't think
of another example like it.”
– Warren Buffett, May 9, 2017
“

1994…the Story Begins

© 2016 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok 6
There is only one boss.
The customer. And he
can fire everybody in
the company from the
chairman on down,
simply by spending his
money somewhere
else.
- Sam Walton
“

“
I asked the Eisenbergs to do a study of
our web site… found something we
had to fix immediately… 
We fixed it that night, and saw an
immediate 5% lift in our sales.
Bryan and Jeffrey Eisenberg are #1 in
the online conversion game and there
is no #2.”
- Patrick Byrne, CEO of Overstock.com

22x
3.32% vs. 74%
conversion rate.
What exactly is 22x
better?

The Amazon “Tribe” convert 74% of the time & spend 3-5x more

When things get
complicated, we simplify by
saying ‘what’s best for the
customer?’ And then we
take as an article of faith if
we do that, it’ll work out in
the long term.”
“

© 2016 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok 14
“
People don't buy what
you do; they buy why
you do it. And what you
do simply proves what
you believe.
- Simon Sinek

Jeff Bezos 
CEO & President amazon.com
“The most important
single thing is to focus
obsessively on the
customer. Our goal is to
be earth’s most
customer-centric
company.”

17
Day 1
#BeBetterToday

18
Unifying Principles

© 1998-2016 Eisenberg Holdings, LLC. BryanEisenberg.com BuyerLegends.com / @TheGrok, @JeffreyGroks,
21
“A brand is no longer what we tell the consumer it is – it is what
consumers tell each other it is.”
Scott Cook
Founder, Intuit & Board of Directors P&G

22

© 2014 Buyer Legends, LLC
The $2,000 Rule
24

100%
80%
60%
40%
20%
0%
Performance of companies
80%
8%
“Delivery gap”
Companies that
believe they Provide
a superior proposition
Companies whose
Customers agree
Source: Bain Customer-Led Growth diagnostic questionnaire, n=362;
Satmetrix Net Promoter database, n = 375

III. Culture of Innovation
IV. Corporate Agility
What Stands In The Way Of The Four Pillars?
I. Organizational Focus
II. Maintaining Staus Quo
III. Competitor Focus
IV. Misplaced Accountability

Analytical thought represses empathy!
You want the CEO
of a company to be
highly analytical in
order to run a
company efficiently,
otherwise it will go
out of business…"
Anthony Jack
Assistant Professor of cognitive science
at Case Western Reserve
Lead author of the new study. "Empathetic and analytic
thinking are, at least to some extent, mutually exclusive in the
brain.” (2012)
“

…if the process we’ve used in
the past is broken, let’s fix it,
because, in fact, getting that
process right is actually more
urgent than the problem
we’ve got right now…”
“ Seth Godin 
Blog post, June 21,2014

…The Buyer Legends
framework allowed us to
more effectively focus our
efforts, improving the
bottom line. And equally
important, to make a more
compelling case for change
with our marketing,
engineering and product
colleagues."
“
Paul Jeszenszky
Head of Global B2B Digital Marketing
Center of Excellence, Google

35

© 1998-2016 Eisenberg Holdings, LLC. BryanEisenberg.com BuyerLegends.com / @TheGrok, @JeffreyGroks,
36
Customer Reality Data:
• Hero
• Catalyst
• First Measurable Step
• Road signs
• Detours
• Measurable step
• Fork in the road
• Destination

37
Your Day 1?

38

III.Culture of Innovation
IV.Corporate Agility
Customer Centricity is always the first push on the flywheel.
#BeBetterToday

© 2016 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok,© 2013 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok, @JeffreyGroks, #BigData© 2013 Eisenberg Holdings, LLC. BryanEisenberg.com / @TheGrok, @JeffreyGroks, #BigData
bryaneisenberg.com
DAY 1? FREE EVALUATION TOOL:
https://belikeamazon.com/
fourpillars/
Jeffrey Eisenberg 
jeffrey@buyerlegends.com
(347) 469-1090
@JeffreyGroks

How to Make Amazon’s Four Pillars of Success Work For You – Jeffrey Eisenberg - GrowCommerce 2017

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How to Make Amazon’s Four Pillars of Success Work For You – Jeffrey Eisenberg - GrowCommerce 2017