Harvard Business Review

DECEMBER 13, 2017

Because I teach a course on Product Management at Harvard Business School, I am routinely asked “what is the role of a Product Manager?” ” The role of a Product Manager (PM) is often referred to as the “CEO of the Product.” Aron Vellekoop Len/Getty Images. Core Competencies.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

DECEMBER 14, 2018

Companies increasingly use digital technologies to circumvent distributors and enter into direct relationships with their end-users. As a result, many B2B companies remain stuck in a stalemate. Sometimes, an entirely new product provides the right entry point. During this period, Home Depot was compelled to carry Cree products.

Strategy 9

Strategy B2B Insurance Business Model 9

Harvard Business Review

MAY 18, 2018

These companies are facing wholesale change—from defining how technology reinvents entire functions to how the organization manages new workforce models to how to unlock value with cross-industry ecosystems. Read more from Accenture Strategy: How Technology Is Changing M&A in the U.S.

Strategy 8

Strategy Content Business Model Retail 8

Harvard Business Review

APRIL 4, 2016

While the middle class has been eroded by currency depreciation and recession, the Russian consumer remains technologically savvy, interested in quality Western brands, and able to spend. It’s time companies ask themselves: Who can actually afford our products now? How has that group changed over the past year?

Depreciation 8

Depreciation B2B Price Crisis 8

Harvard Business Review

FEBRUARY 10, 2016

A strategic approach to managing digital networks and collaboration at the company level can help us better understand which types of digital communication are productive, to both employees and the firm. How technology is changing the way we work. Insight Center. Corporate Culture for a Digital World. Sponsored by Accenture.

B2B 8

B2B Emotional Intelligence Tools Audience 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. The tension between human-driven and technology-driven capabilities is often miscast, positioning automation as a threat to the people that drive our industry. Humans and Automation.

Media 8

Media Advertising Audience Technology 8

Harvard Business Review

MARCH 22, 2017

Marketers need to master data analytics, customer experience, and product design. Brocade’s Net Promoter Score went from 50 (already a best in class score) to 62 (one of the highest B2B scores on record) within 18 months. The leadership team conducts a weekly evaluation to assess, “Is what we’re doing working?”

Creativity 12

Creativity Marketing Agility Budgeting 12

Harvard Business Review

MARCH 1, 2016

Sales professionals make decisions every day about what prospects and customers they will be meeting with, what products or services they will highlight in their pitches, and even what elements of your value proposition they will emphasize. Focus the team on creating value beyond the products and services it sells. McKinsey & Co.

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

JUNE 17, 2014

For the most part, this is good news: the influence of design has made products, services, software, and environments better, both for the customer and the bottom line. The product subsequently underperformed and was taken off the shelf. Organizations worldwide are increasingly using design to drive growth and innovation.

Supply Chain 8

Supply Chain Software B2B Brand 8

Harvard Business Review

AUGUST 12, 2016

These companies are dedicated to mutual technological leadership with their customers. This level of dedication to their mostly B2B customers demands especially strong investment in innovations and R&D. Joachim Kreuzburg, CEO of Sartorius, a cell cultivation company, says, “We are not in the gold seeker business.

Industry 8

Industry Long-term Short-term Class 8

HR Digest

NOVEMBER 18, 2021

Management Skills: Motivating, leadership, problem-solving, etc. Productivity. You can find some of the most significant hard skills here: Technological savviness. B2B Marketing. People Skills: Persuasion, teamwork, communication, negotiation, etc. We will start with soft skills to put on resume. Conflict management .

Skills 111

Skills Six Sigma Software CRM 111

N2Growth Blog

NOVEMBER 30, 2010

It’s because you don’t get it…It’s not about you, your company, your products or your services. While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs.

Blog 409

Blog Ryan B2C Brand 409

Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. In fact, B2B buyers report that, compared to other sources of information, these interactions are the most influential in their decision making process: The source considered the least influential is social media. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

JUNE 7, 2016

” Often, the root of the insecurity involves your personal leadership style , says Herminia Ibarra , a professor at INSEAD and the author of Act Like a Leader, Think Like a Leader. Seek ways to incorporate their strategies and tactics into your leadership repertoire. So, for starters, “let up [on] the self-flagellation.”

How To 8

How To Case Study Tactics Goal 8

Harvard Business Review

NOVEMBER 15, 2013

Jack Ma, founder of Alibaba, the world’s largest online B2B global trading marketplace, is probably the most obvious choice. Can you, in fact, name ten Chinese entrepreneurs who you think dream dreams big enough to be likely to build the future? Can you name five?

Entrepreneur 8

Entrepreneur Proposal Stage-Gate Disruptive Innovation 8

Harvard Business Review

AUGUST 10, 2018

Those analyses rely on publicly available data sources, but software providers have accumulated growing amounts of private data on almost every aspect of their customers’ technology, operations, people, and strategies. It is even possible to hold up the data mirror to individual technology users.

Benchmarking 8

Benchmarking Software B2B GAAP 8

Harvard Business Review

APRIL 19, 2018

With online technologies and targeted lists, this should be a cost-effective tool for separating the suspects from the prospects, accelerating customer conversion through the sales funnel, and, equally important, optimizing “data-driven marketing” by tying each piece of content to metrics like opens, reads, downloads, and so on.

Content 10

Content Marketing Case Study B2B 10

Harvard Business Review

SEPTEMBER 19, 2016

That would make his product unaffordable for most of his core customers, and they would almost certainly switch to his competitors’ cheaper alternative. Russia) in order to compensate for the depreciation’s effect on their USD earnings, but that means their product can become as much as 40% more expensive overnight.

Price 8

Price Globalization Depreciation Marketing 8

Harvard Business Review

MAY 9, 2012

Meanwhile, engaged customers are three times more likely to recommend or advocate a product or service to a friend. Improved engagement creates business value and strategic differentiation, and technology is enabling a shift from transactions to engagement. New models of engagement herald the death of B2B and B2C.

B2C 15

B2C Early Adopters B2B How To 15

Harvard Business Review

JULY 8, 2015

Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. It’s clear that time with customers matters.

Metrics 8

Metrics B2B Competitive Advantage Analysis 8