Harvard Business Review

AUGUST 15, 2016

Digital commerce and disintermediation have caused many customers to question the importance of having a sales relationship at all. They’re also aware of the power of social selling today and they carefully manage their social network activity to make informed, authentic, personal connections.

Brand 8

Brand Disintermediation Price Long-term 8

Harvard Business Review

JULY 19, 2013

The issue facing most sales forces is not disintermediation. Redesign processes with sales tasks, not the technology, in mind. The role of data is not to make a manager sound "analytical." What is true is that online options are realigning sales tasks. Consider the century-old practice of selling cars at dealers.

Disintermediation 8

Disintermediation CRM CIO Retail 8

Harvard Business Review

OCTOBER 24, 2011

For many artists and their managers, record sales are now just one of many revenue streams and one of a number of factors with which to judge success. Smart managers realize every artist is a standalone business that generates income from multiple revenue streams. A manager's job is to create those businesses and run them well.

Industry 12

Industry Disintermediation Merchandising Long-term 12

Harvard Business Review

MARCH 17, 2011

The opportunity revolved around technology transf er — the challenge of taking a novel technology and successfully transplanting it to other companies or industries. If perceived risks can be managed and early costs kept cheap, most organizations are open to the possibilities and potential of emerging technology.

Venture Capitalist 11

Venture Capitalist Disintermediation Class Entrepreneur 11

Harvard Business Review

JANUARY 8, 2013

In terms of people, processes and technologies, Toyota and Google's YouTube have little in common. Toyota wasn't just looking for superior quality and just-in-time inventory management from suppliers, they were vested in helping suppliers become more innovative and creative.

Innovation 8

Innovation Lean Production Disintermediation Automotive 8

Harvard Business Review

MAY 13, 2013

As I''ve written in my previous two blog posts, our first inclination is usually to play down the potential impact of a new technology. But even great management cannot protect these airlines. We are capable of grasping the change as a literal shift in technology and even as a shift in the way we travel. So let''s behold them.

Disintermediation 8

Disintermediation Hotels Airlines Travel 8

Harvard Business Review

JUNE 2, 2014

Ideally, the innovator has a proprietary technology that makes the offering simple and affordable, or it has developed an innovative operating model that enables the business to keep its costs radically lower than competitors’ as it scales up. That allows cab drivers to offer many of the conveniences of Uber without being disintermediated.

Disruptive Innovation 8

Disruptive Innovation Disintermediation Business Model Innovation 8

Harvard Business Review

SEPTEMBER 27, 2016

The challenge is obvious: the quickening pace of technological change has shrunk the shelf life of skills acquired by today’s university graduates to just a few years. How talent management is changing. The cycle time for new technology has compressed and will continue to do so. Insight Center. Sponsored by Korn Ferry.

Skills 8

Skills Company Core Competence Career 8

Harvard Business Review

MAY 26, 2011

The executive implications for time management and, more important, people management are enormous. The awkward irony is that this radically increased access gives top management less choice — not more — about how it invests its limited attention. Disintermediating the analysis was the right and responsible choice.

Due Diligence 11

Due Diligence Disintermediation Micromanagement Analysis 11

Harvard Business Review

AUGUST 5, 2015

The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. That is, core solution-selling and account-management skills still matter. Buying is a continuous and dynamic process.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

OCTOBER 10, 2014

Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. RFID technology in the lift tickets track the locations of skiers and their friends on the mountain, and their times on the various runs.

Media 8

Media B2B Disintermediation Content 8