Rapid BI

NOVEMBER 7, 2012

Change required for HR, Recruitment and people leadership. They know it’s a tough market and do not blame the employer for not being given the post, but they do hold the company accountable for the way they were treated throughout the process. For those of us in b2b and thing this analogy is irrelevant – think again.

B2B 49

B2B Competitive Advantage Trends Learning-by-Doing 49

Strategy Driven

JUNE 9, 2014

The internet and its immediate access to any information – including one’s reputation – the economy, Google and online searchability in general, social media, smart phones, one-click buying, Amazon feedback and other ratings sites, and smarter customers and consumers both B2B and B2C. Not just your company and your products – you personally.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Harvard Business Review

AUGUST 20, 2014

But this leaves a lot of uncertainty in what is often a company’s most profitable department, and it makes managing a high-functioning sales force notoriously difficult. But recent research has uncovered an even more powerful leading indicator: the size and quality of a salesperson’s network inside their own company.

Succession 20

Succession B2B Metrics Uncertainty 20

Harvard Business Review

DECEMBER 14, 2018

Companies increasingly use digital technologies to circumvent distributors and enter into direct relationships with their end-users. But they also risk alienating the longstanding partners that companies count on for their core business. As a result, many B2B companies remain stuck in a stalemate.

Strategy 11

Strategy B2B Insurance Business Model 11

Harvard Business Review

OCTOBER 6, 2015

Wal-Mart, a company whose primary weapon is discounting, is under pressure to boost its web sales, which made up just $12.2 And consumers, already attuned to price and accustomed to discounts, are becoming used to free, fast shipping from e-tailers — so they need a good reason to visit a physical store.

Discount 8

Discount Retail Price B2C 8

Strategy Driven

OCTOBER 8, 2012

Jeffrey, I am a marketing and sales rep for a company that sells emergency cleanup services. Jeffrey, My company helps small B2B businesses plan a video strategy and develop web series and webinars to tighten their bond with their customers. I get a ton of emails from people seeking insight or asking me to solve sales dilemmas.

Video 50

Video Objective Loyalty B2B 50

Harvard Business Review

APRIL 4, 2016

And while two years of shrinking GDP growth , sanctions , and a volatile ruble have led some companies like GM to leave the market, there has not been a large-scale exodus of MNCs from Russia. This means that companies won’t be able to compensate for lacking growth in Russia just by tapping another market.

Depreciation 8

Depreciation B2B Price Crisis 8

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time. Yet the payoff is huge.

B2B 14

B2B Chemicals Analysis B2C 14

Harvard Business Review

APRIL 4, 2014

To better understand how design leads to returns, my company, Motiv Strategies, and the Design Management Institute worked together to produce a new tool that tracks the results of design-centric companies against those that are not. In our version, we sought to identify only companies that are design leaders.

Venture Capitalist 8

Venture Capitalist Fashion B2B Hedge 8

Harvard Business Review

DECEMBER 13, 2017

As an aspiring PM, there are three primary considerations when evaluating the role: Core Competencies , Emotional Intelligence (EQ), and Company Fit. The best PMs I have worked with have mastered the core competencies, have a high EQ, and work for the right company for them. Pricing and revenue modeling. Company Fit.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

SEPTEMBER 22, 2011

More and more companies are tying incentive pay to customer metrics. TIAA-CREF, the big financial services company, includes customer loyalty score improvement in senior executive compensation. In most larger companies, you'll need to generate roughly 200+ responses per operating unit per period.

Incentives 11

Incentives Sample Customer Loyalty Metrics 11

Harvard Business Review

SEPTEMBER 19, 2016

One day in December 2014, Sergey, the Russia general manager for a multinational consumer goods company, was up early in the morning, watching the ruble’s value slide by the minute. But with the currency changing every day, how much of a price increase should he consider? Normally, MNCs raise prices in the emerging market, (e.g.,

Price 8

Price Globalization Depreciation Marketing 8

Harvard Business Review

OCTOBER 5, 2015

These changes are driven by seismic shifts in consumer behavior and an explosion of both consumer- and B2B-facing technologies. It is these tensions that now shape the most important considerations for advertisers, their agencies, and the media companies that convene audiences at scale. Humans and Automation. Future Transformation.

Media 8

Media Advertising Audience Technology 8

Harvard Business Review

MARCH 14, 2016

The term “unicorns,” coined, in 2013, by Aileen Lee, founder of Cowboy Ventures , is commonly used to identify venture-backed private companies valued at $1 billion or more. A complete list of unicorns is published by The Wall Street Journal; as of February 2016, it includes a total of 146 companies. Financed by VC firms.

Company 8

Company Succession Analysis Entrepreneur 8