Harvard Business Review

JULY 17, 2014

When Raja Rajamannar became CMO of MasterCard Worldwide in 2013, he moved quickly to transform how the credit card giant measures marketing. Rajamannar involved finance early. At many companies we work with, analytics becomes the connective tissue between the different visions of what drives results emerging from marketing and finance.

Finance 13

Finance Marketing P&L ROI 13

Harvard Business Review

DECEMBER 9, 2013

Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness. Sixty-four percent of study participants have vertical sales specialists on their sales force (calling on verticals such as public sector, finance, healthcare, manufacturing, etc.). SMB Specialization.

Metrics 11

Metrics Telecommunications Telemarketing Software 11

Harvard Business Review

NOVEMBER 25, 2013

Just 36 percent of CMOs, for example, have quantitatively proven the short-term impact of marketing spend, according to the 2013 CMO Survey (and for demonstrating long-term impact, that figure drops to 32 percent). This lack of an analytical approach has traditionally formed a barrier between marketing and finance.

CFO 8

CFO Short-term Long-term Benchmarking 8

Harvard Business Review

OCTOBER 17, 2018

Despite this lack of focused attention toward development of leadership capabilities in trainees, evidence suggests that leadership quality affects patients, healthcare system outcomes, and finances alike. impact of training on quality metrics) of their interventions. And several programs stand out as examples of how this can be done.

Training 13

Training Leadership Health Care Education 13

Harvard Business Review

JULY 29, 2014

Those conditions elevated the work of the finance function to the point that, today, the CFO helps to set the course of business, advancing an organization’s growth and improving its competitive position by identifying and resolving key financial constraints. Finance Human resources' That needs to change.

CFO 11

CFO Charan Intangible Assets Human Resources 11

Harvard Business Review

AUGUST 5, 2014

McKinsey’s DataMatics 2013 survey shows that companies that use customer analytics extensively are more than twice as likely to generate above-average profits as those that don’t. The CMO also worked with the finance office and product managers to link pricing and benchmark data into the RFP process, which improved quality and response times.

P&L 10

P&L Banking Marketing Call Center 10

Harvard Business Review

MARCH 26, 2013

The commission ratios vary from development to marketing to finance, administration, sales and customer support, and in the various areas are based on the metrics the individuals are most able to directly control. In some respect, every person's compensation is configured as a base plus commission.

Motivation 8

Motivation Planning Company Metrics 8