Harvard Business Review

JANUARY 29, 2013

Managements may want to dramatically improve productivity but they're decidedly mixed about comparably increasing their accountability. Accountability is often the unhappy byproduct rather than desirable outcome of innovative analytics. Do better analytics lead managers to "improve" or "remove" the measurably underperforming?

Resistance 8

Resistance Organization Supply Chain CRM 8

Harvard Business Review

AUGUST 1, 2012

To find out what kind of people succeed in sales, and the kinds of skills they need to have, we carried out interviews with thought leaders in selling and sales management in the U.S. Across all the research we have done in sales and Key Account Management, trust is repeatedly cited by customers as important in their selection of a supplier.

Skills 15

Skills Supply Chain CRM Training 15

Harvard Business Review

JULY 3, 2015

Today, however, by exploiting new digital technologies, firms like Apple, Lending Club, and AirBnB have made customer co-creation of value central to their business models and in doing so now rank among the world’s most innovative and valuable firms. Example: Jim’s firm has used the same CRM software for ten years.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

MARCH 1, 2011

Hence China's innovation dilemma. Interoperating with supply chain software and CRM technologies used by big customers in Europe and America is already underway. Chinese industries don't just need to become more productive; they want to be more innovative. Probably not. But to the extent that Web 2.0

Innovation 15

Innovation Supply Chain Politics CRM 15

Harvard Business Review

NOVEMBER 6, 2013

And while almost all the examples I cite are from West Africa, many of these ideas and innovations are well suited for emerging markets around the world. Traditional training courses often fly into cultural walls of hierarchy and formality that prevent managers from falling in line.

CRM 8

CRM Marketing Supply Chain NGO 8