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

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. Why are typical work systems uncoordinated?

Strategy 8

Strategy Span of Control Finance How To 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.

Resources 53

Resources Industry System Strategy 53

Harvard Business Review

FEBRUARY 12, 2016

In 2013, we created a global Social Media Center of Expertise (CoE), staffed by about 600 people in five regions from the marketing, communications, and customer care teams, with the goal of enhancing the company’s market-based decision making (part of CEO Mary Barra’s mantra of earning customers for life ). Insight Center.

Media 8

Media Automotive Globalization Active Listening 8