Harvard Business Review

AUGUST 14, 2012

For example, customer data and analysis can help you to acquire new customers, or help keep old ones. I divided the possibilities into two categories — those that are pretty aggressive on the technology front, and those that are more aggressive on the business front: Technologically-Aggressive Customer Intelligence Applications.

Objective 11

Objective Attrition Workshop Retail 11

Harvard Business Review

OCTOBER 23, 2014

Let’s look at the Americas Field Marketing organization for Cisco Systems, as an example of this three-step process. They had organized tradeshows, delivered direct marketing, generated leads, and provided useful customer insights – the basics of a successful marketing organization.

Team 8

Team Short-term Attrition Marketing 8

Harvard Business Review

NOVEMBER 23, 2018

On average, roughly four times as many winners – defined in this case as those companies that grew absolute revenue at a significant rate and gained market share within their industry over the previous two years – as losers have digital tools embedded into their core commercial capabilities. Zero-base sales capacity.

Team 8

Team Price B2B Tools 8

Harvard Business Review

OCTOBER 25, 2017

Selling products limits the revenues you can make from clients: Unless you are innovating and continually updating your product offering, customer attrition tends to be high, and incentivizing repurchases can be hard. It even applies its smart sensor technology to teeth brushing. For example, Philips sells high-tech medical devices.

Project 8

Project Productivity Products Health Care 8

Harvard Business Review

DECEMBER 11, 2018

He claims he wants to tackle the big systemic concerns involving theft of American intellectual property, the forced transfer of technology from American firms, and the state-driven nature of the Chinese economy. This coalition of market-oriented economies would make three fundamental demands. But they are not entirely out of reach.

Policies 8

Policies Incentives Attrition Long-term 8

Harvard Business Review

JUNE 1, 2015

The most recent example is AOL, recently acquired by Verizon — but this merger won’t be the last. Facebook tried to ignore Wall Street pressure in 2012 upon its IPO, but quickly decided to shift course after experiencing attrition. Today, telco market leaders like Verizon and Sprint are in a similar position.

IPO 8

IPO Company Maturity Short-term 8

Harvard Business Review

FEBRUARY 12, 2015

I’m in the middle of this enterprise-to-consumer shift at Blackboard , where we’ve had extraordinary success in the education-technology space by selling features to administrators or CIOs. Our society is realizing that technological advancement is strange, and we need to humanize it to make it familiar.

Software 8

Software Supply Chain B2C Education 8

Harvard Business Review

JANUARY 9, 2014

Take, for example, a large media company we work with that invested in an internal social-networking platform for the commercial organization. The key difference is the degree to which reps have taken advantage of new technology (largely built into their CRM system) to share and learn from one another. The results?

Team 8

Team Metrics Compliance Attrition 8

Harvard Business Review

OCTOBER 13, 2015

Project success is more often defined in terms of business metrics: how much did I decrease customer attrition? How much did we increase marketing effectiveness? For example, any analysis is only as good as its assumptions. You and Your Team. Understanding Analytics. Get over your fear of data.

Metrics 8

Metrics How To Attrition Incubator 8

Harvard Business Review

NOVEMBER 17, 2016

For example, an analysis by Jonathan Hall at Uber and Princeton economist Alan Krueger found that 51% of Uber drivers work 1-15 hours per week, and 30% work 16-34 hours per week—while 12% work 35-49 hours per week, and 7% work more than 50 hours per week. In the U.S., But research has found that most of these drivers work part-time.

Motivation 8

Motivation Survey Incentives Attrition 8

Harvard Business Review

OCTOBER 18, 2012

Customer attrition. If predictive analytics drawing on big data could accurately point to who in particular was about to jump ship, direct marketing dollars could be efficiently deployed to intervene, perhaps by offering those wavering customers new benefits or discounts. But still, it is 92% wrong.

Wireless 8

Wireless Film Advertising Attrition 8