Harvard Business Review

OCTOBER 31, 2016

When we surveyed over 160 global executives, we found that companies who hired a dedicated channel manager to manage their third-party distribution relationships within the last five years reported a 11.1% This means that distributors are nearly always undermanaged vis-à-vis direct sales when the manager has a dual mandate.

Marketing 8

Marketing Channel Management Incentives Survey 8

Strategy Driven

MARCH 18, 2011

In The Essential Advantage : How to Win with a Capabilities-Driven Strategy , Booz & Company’s Paul Leinwand and Cesare Mainardi maintain that success in any market accrues to firms with a coherence premium – a tight match between their strategic direction and the capabilities that make them unique. SD : Why now?

Resources 51

Resources Industry System Strategy 51

Harvard Business Review

DECEMBER 23, 2016

Typical systems are fragmented between disciplines like HR (which focuses on the internal, “permanent” workforce) and Procurement (which focuses on the external, “contingent” workforce), each with different and competing goals. HR typically owns the “employment system” for full-time and part-time employees.

Strategy 8

Strategy Span of Control Finance How To 8

Harvard Business Review

FEBRUARY 12, 2016

Thanks to the proliferation of smartphones, brand and online-shopping websites, social media, and vehicle connectivity, businesses have a unique opportunity to use technology to revolutionize the customer experience and to incorporate the voice of the customer into product development. But where and how do you start? Insight Center.

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

MAY 2, 2011

Because most of us are bad at dealing with conflict, we're also bad at fostering what must, in a successful business, come through conflict — whether overt or covert. the goals are aligned. That's why there's little pushback on pricing, obsolescence, or disappointing developers. And that's alignment. Why is that?

Brand 15

Brand Energy Price Long-term 15