Harvard Business Review

JULY 25, 2012

In organizations, reframers similarly help the business see better ways to deal with complex problems or opportunities for innovation. When product developers weren't sure where to launch a new home flooring offering, the CEO advised his R&D team to ask for input from employees in satellite offices throughout North America.

Productivity 14

Productivity Products Market Segmentation Sample 14

Harvard Business Review

APRIL 18, 2011

To develop a new customer experience, companies need a real-time engagement process that encourages customers and employees to devise new interactions between them and facilitates the emergence of innovative customer experiences. 3M invites its B2B customers to co-create new products with its R&D people live in their corporate labs.

B2B 13

B2B Consensus Productivity Products 13

Harvard Business Review

MAY 12, 2015

That’s why CMOs need to develop four types of leadership, which are based loosely on Gartner’s Intelligent Brand Framework. The idea is to identify your power center — which one best represents your natural capabilities — and develop skills to flex across these leadership styles. It resonated.

Leadership Styles 8

Leadership Styles Leadership Brand Audience 8

Harvard Business Review

MARCH 22, 2017

Is it more imagination or innovation? Customers today are not just consumers; they are also creators, developing content and ideas — and encountering challenges — right along with you. Marketers are adopting the business practices of entrepreneurs such as lean startup and agile development. The results?

Creativity 13

Creativity Marketing Agility Budgeting 13

Harvard Business Review

OCTOBER 30, 2014

Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones. That starts with developing a deep understanding of how customers behave and make decisions. Collaborate around the customer decision journey.

Marketing 11

Marketing Guidelines B2C Analysis 11

Harvard Business Review

JANUARY 3, 2013

The main distinction is that a prosumer has either some professional training or career/economic interest in the category. The average consumer did not have access to the quality of equipment that professional athletes and healthcare providers had, until breakthrough innovation created higher quality yet affordable options.

Price 8

Price Mass Marketing B2B Quality 8

Harvard Business Review

MARCH 17, 2016

Don’t engage in over-the-top discounting that trains customers, both in B2C and B2B markets, to buy cleverly on price and price alone. The choice of the price position affects the overall business model, the product quality, branding, and how to innovate. The best cure I have found for these delusions is a cultural one.

Price 8

Price Airlines Govindarajan Advertising 8

Harvard Business Review

JUNE 6, 2013

Second, there has been little motivation for Chinese firms to develop branding capability, in part because most top companies have not been in a competitive context in which branding was important. In addition, most of the very large firms in China are content to compete as B2B players where the value of branding is not obvious.

Brand 8

Brand Globalization Brand Management Long-term 8

N2Growth Blog

NOVEMBER 30, 2010

Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale. Today’s consumer (B2B or B2C) does their homework, is well informed, and buys…they are not sold. I "sell" day to day B2c and B2B and its about relationship and problem solving.

Blog 409

Blog Ryan B2C Brand 409

Harvard Business Review

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. And here’s an interview with Sam Lessin , former VP of Product Management at Facebook, who says he has “never successfully trained empathy.”).

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

APRIL 20, 2017

And 45% said that they need to bring new innovations into Sub-Saharan Africa to support their strategic objectives in the next three years. For example, one B2B firm we spoke with was investing in specialized skills training for its Kenyan distributors to support them in making complex sales to larger customers.

Depreciation 9

Depreciation Contingency Plans Policies Marketing 9