Harvard Business Review

MAY 24, 2017

Today’s executives spend a lot of time managing the balance sheet, despite the fact that it doesn’t represent their company’s scarcest resource. Financial capital is abundant but carefully managed; human capital is scarce but not carefully managed. How can we manage human capital better? Measure it.

Human Capital 15

Human Capital Management Company ROCE 15

Harvard Business Review

NOVEMBER 23, 2018

Our recent benchmarking of nearly 900 B2B companies underscores the importance of these tools. Those behaviors can serve as the basis of training, reinforced daily by front-line managers. A B2B technology supplier used Microsoft Workplace Analytics and other digital tools to track the behaviors of its sales reps.

Team 10

Team Price B2B Tools 10

Miles Anthony Smith

NOVEMBER 7, 2019

They somehow manage to engage with their audience consistently by constantly putting out articles, infographics, or anything of value, not just in content marketing but also in sales. A deep understanding of ABM in B2B is its super-power. They are on top of the latest trends in SEO, SEM and copywriting strategies.

Marketing 105

Marketing Content Audience Brand 105

Strategy Driven

SEPTEMBER 18, 2019

If you are operating a start-up, you may face problems with managing the cash flow of your business efficiently and may have to rely on working capital loans. Instead, they pay for the operational costs of a business and is a good indicator of the short-term health of the business. Conclusion.

Working Capital 11

Working Capital Credit Scoring Long-term Short-term 11

Harvard Business Review

DECEMBER 14, 2018

As a result, many B2B companies remain stuck in a stalemate. Writing in the Sloan Management Review, Boston College professor Gerald Kane noted that 87% of executives surveyed indicated that digital technologies will disrupt their industries to a great or moderate extent. Minimize Pain.

Strategy 9

Strategy B2B Insurance Business Model 9

Harvard Business Review

APRIL 20, 2017

In doing research on multinational operations in the Middle East and Africa, we’ve learned that companies are well aware of how President Trump’s foreign and trade policies could affect their businesses there. more competitive prices, more localized products) and improve their risk management and operational efficiency.

Depreciation 8

Depreciation Contingency Plans Policies Marketing 8

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.” Pricing and revenue modeling. Performing market assessments.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

JULY 10, 2012

To be clear, all Orbitz users can see the same hotels if they opt to view hotels by price, and Orbitz does not charge different prices for the same room based on what kind of computer you use. Still, as pricing strategies go, this one is an attention grabber. Retailers often set different prices in different locations.

Retail 13

Retail Hotels Price B2B 13

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

FEBRUARY 24, 2014

On Friday, Microsoft slashed the price of Windows 8.1 by 70% for select B2B customers. The magnitude of this price cut was surprising; all that was missing was a pitchman screaming “If you call now, we’ll throw in a free Tae Bo workout DVD — a $29.95 The downside of Microsoft’s price cut is that it devalues Windows 8.1

Discount 8

Discount Airlines Price Licensing 8

Harvard Business Review

APRIL 27, 2015

“They advised us to retain that as a strong part of who we are,” said Paul Choquette, a fifth-generation Gilbane who runs the Mid-Atlantic operation. billion, operated in an average of 15 countries, and had an average of 12,000 employees. “There’s a feel to a family business that clients in our space like.

B2B 8

B2B Press Release Construction Brand 8

Harvard Business Review

JUNE 10, 2016

If you are an entrepreneurial manager who has reached this milestone, it’s a major achievement — your technology has progressed from an interesting concept to a promising commercial opportunity. What about pricing? Should we bundle maintenance and other services into our sales approach, or sell them separately?

Marketing 8

Marketing Software B2B Technology 8

Harvard Business Review

APRIL 4, 2014

Them” were the majority of managers who didn’t get what design was all about in the first place. And with good reason: From Target to Uber, business managers everywhere are starting to understand that the strategic use of design is making a difference in achieving outsized business results.

Venture Capitalist 8

Venture Capitalist Fashion B2B Hedge 8

Harvard Business Review

FEBRUARY 1, 2016

In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. Second, even if you do manage to hire stars, their unique skill sets may not be easily portable.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

SEPTEMBER 4, 2017

The answer may be that the innovator’s dilemma is no longer the only paradox at play in innovation management. For managers of industrial-era organizations, the economics of investing in disruptive opportunities were vexing. So naturally, as a manager, you left such innovations to new entrants. The Old Dilemma.

Christensen 8

Christensen Finance Innovation B2B 8

Harvard Business Review

JULY 30, 2013

Across our portfolio and in my own entrepreneurial experience, I have seen three main sales models work successfully in scaling B2B sales: 1) Enterprise; 2) Telephone; 3) Developer-driven. To that point, a well-run telesales operation will be super metrics-driven. I''ll discuss each one below. 1) Enterprise Sales.

Marketing 8

Marketing Productivity Products Learning Curve 8

Harvard Business Review

AUGUST 5, 2015

For example, American services marketplace Thumbtack leverages close to 1,000 home-based contractors in the Philippines to help with business operations. Traditionally, business process outsourcing was associated with high-volume, low-price work. Rocket operates some of the largest e-commerce platforms in emerging markets.

Outsourcing 8

Outsourcing Technology B2B GDP 8

Harvard Business Review

MAY 6, 2013

At the time of the Geek Squad acquisition, it was considered foolish by many; a decade later, the $3 million purchase price has been repaid hundreds of times over. You must move from B2C to B2B, or vice versa. You must slash the price of your product or service by 50%. However, management was not convinced.

Disruptive Innovation 8

Disruptive Innovation Hotels B2C Price 8

Harvard Business Review

MAY 30, 2016

Many firms operating brick and mortar stores are in trouble. Creative retailers are using the new technologies to innovate just about everything stores do from managing inventory, to marketing, to getting paid. Of course, the shuttered stores, depressed execs, and tanking stocks suggest otherwise. What’s the real story?

Retail 8

Retail Real Estate B2B CFO 8

Harvard Business Review

APRIL 26, 2016

Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated salesperson is relatively recent. Buyers now have easy-click access to information about products, prices, and other buyers’ opinions and usage experiences. Each group has its own operating procedures.

Education 8

Education Levitt Retail Training 8

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. One important way to focus the effort is by managing the sales pipeline together. “It The result? A 20 percent boost in share of wallet.

Marketing 10

Marketing Guidelines B2C Analysis 10

Harvard Business Review

MARCH 28, 2016

Of course, anyone who really knows the history of platforms may recall the many that aspired to make gobs of money but never did and quickly died (think of the many B2B exchanges that never made it to the other side of dot-com bust). Or unicorns like Uber that, if cap tables mean anything, someday will.

IPO 8

IPO Succession Technology Software 8

Harvard Business Review

FEBRUARY 12, 2015

For a long time, there has been a clear split between business software (often called Enterprise or B2B ), and consumer software (B2C, or simply “products”). That split is increasingly irrelevant. Describe an incremental path towards success.

Software 8

Software Supply Chain B2C Education 8

Harvard Business Review

SEPTEMBER 22, 2011

In most larger companies, you'll need to generate roughly 200+ responses per operating unit per period. Bain research shows that leading companies can achieve 60% or better response rates in B2B companies and 30% or more in most B2C situations. The company's managers felt helpless and frustrated. But few could see much progress.

Incentives 10

Incentives Sample Customer Loyalty Metrics 10

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. When and how do we shift our businesses from legacy operating models to ones that better reflect the future? How do we maximize our creativity as an industry while integrating data-driven approaches?

Media 8

Media Advertising Audience Technology 8