Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Marketing 11

Marketing Guidelines B2C Analysis 11

Harvard Business Review

NOVEMBER 23, 2015

Marketing has entered its “uncanny valley” moment. Some marketing efforts give off the same vibe, like that creepy feeling when a casual online search leads to a glut of ads for the same pair of boots or getaway destination. Sales & Marketing. And that’s off-putting. It’s worth trying to get right.

Marketing 8

Marketing Content Supply Chain CRM 8

Harvard Business Review

FEBRUARY 13, 2014

They may be petroleum engineers in an oil company, software engineers in a technology organization, industrial designers in a toy company, or pilots in an airline. It may be someone in product development who without any direct reports, plays an essential role in the selection and development of new products.

Development 9

Development Report Leadership Development Budgeting 9

Women on Business

JANUARY 24, 2011

Develop those contacts as a ladder to reach higher, but more challenging, prospects. Test business development, starting with advice from your banker, accountant, and lawyer. Evaluate organizations online: their mission, major products/markets, history, and biographies of key participants. Mine your backyard.

Press Release 100

Press Release Discount Sharpe Advertising 100

Harvard Business Review

APRIL 26, 2011

Companies like Salesforce.com, Philips, and Oracle have appointed chief customer officers, while many other B2B players have embarked on enterprise-wide efforts to improve their marketing, sales, and support interactions. Their findings quickly confirmed that ANA's focus on its customers' customers would benefit the airlines, as well.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

JUNE 2, 2016

Suppose you owned an airline and ordered an engine from Rolls-Royce or GE. For example, when Rolls Royce or GE provide a “power by the hour” engine solution, they are delivering an outcome and potentially more value to the customer. But in an outcome-centric organization, marketers target individual customers.

Productivity 8

Productivity Products Company Engineering 8

Harvard Business Review

SEPTEMBER 29, 2014

Consider first the increasing use of auctions, which have a distinguished history in the development of economics. In the 1900s, French mathematician-economist Leon Walras envisioned prices in a market economy being set by an auctioneer (since known as the “Walrasian auctioneer”) conducting continuous auctions for all kinds of commodities.

Strategy 12

Strategy Black-Scholes Airlines Price 12

Harvard Business Review

JUNE 28, 2016

These entrepreneurs typically have an engineering background, and schools that support this approach have strong engineering departments. Given their capabilities, these entrepreneurs take a “do-it-yourself” approach and develop software to support organizational needs.

Entrepreneur 9

Entrepreneur Airlines Construction Short-term 9

Harvard Business Review

JUNE 8, 2015

Eighteen years ago, five airline companies—Lufthansa, Air Canada, United Airlines, Thai Airways and Scandinavian Airlines—formed an alliance with a vision to offer better services to their customers. Even when dealing with any one airline, they could enjoy access to the resources of several airlines.

Airlines 8

Airlines Hotels Operations Open-book 8

Harvard Business Review

FEBRUARY 28, 2011

Thomas Green winced as he reread an e-mail message from his new boss, Frank Davis, marketing director for the travel and hospitality group at D7 Displays. Tom, this week's client meetings went well, but they would have gone better if you had been on top of the market data. I was thinking through my kiosk-services development project.

Case Study 15

Case Study Airlines Hotels Software 15

Harvard Business Review

APRIL 13, 2015

A charismatic CEO, imported from outside the industry, was making bold, expensive investments in new markets. The challenges are tougher for more established organizations where CEOs may publicly value consistent incremental efficiencies over new value creation and new markets. What should they do? Take Boeing.

CFO 8

CFO Innovation CEO Airlines 8

Harvard Business Review

MAY 13, 2014

That includes learning from the outside and striving to adopt certain start-up practices, with a focus on three key management processes: (1) resource allocation that nurtures future businesses, (2) faster-cycle product development, and (3) partnering with start-ups. Marketing plays a catalyst role, providing growth funding.

Six Sigma 8

Six Sigma Incubator Payback Period Ries 8

Harvard Business Review

JANUARY 7, 2013

But you may not be able to do that unless you can get real-time market data and rapidly align your organization to the new priorities and practices. Organizations' IT departments can use social media to communicate with the engineering department as it works on new products, often creating a tighter feedback loop than previously existed.

BPM 8

BPM Media Process Airlines 8

Harvard Business Review

JULY 12, 2011

And American Airlines and Delta Airlines competed for an exclusive relationship with Japan Airlines. Boston Scientific a few years back launched a secret project to reverse-engineer the technology of its single-source supplier of coronary stents. Then we learn a lot from the proceedings. It can work, but it's rare.

Management 11

Management Airlines How To Pharmaceuticals 11

Harvard Business Review

JUNE 13, 2014

Quick, name a product that was developed without using software. It’s used to design and develop just about any product you can think of, from consumer goods to industrial equipment – or any service or experience ranging from retail customer service interactions to luxury hotel stays. It’s difficult, if not impossible.

Software 8

Software Industry Productivity Products 8

Harvard Business Review

MARCH 28, 2014

When Microsoft introduced Bing, its assertion of offering a fast-er search engine than Google sealed Bing’s fate as an Internet service step-child. Southwest Airlines exists in a class of its own in large part due to its fun personality. Branding Marketing Strategy' Harley-Davidson, Trader Joe’s, and The Honest Co.

Brand 9

Brand IPO Marketing Strategy Airlines 9

Harvard Business Review

FEBRUARY 22, 2013

Your company has just developed an amazing new product. Years of development, energy, and, of course, money have gone into it. While this story is not new, it represents the perfect example of a phenomenal corporate turnaround and the skills required to engineer such a recovery. What do you do next? By 2010, sales exceeded $2B.

Productivity 8

Productivity Products Biotechnology IPO 8

Harvard Business Review

MAY 28, 2015

Organizations develop processes through repeated problem solving. Managers constantly try to fit new market needs to existing processes and routines. In contrast, foreign airlines like Emirates and Singapore Air hold on to their fleets for much shorter times. World War II left the German and Japanese steel industries in ruins.

Technology 8

Technology Depreciation Christensen Short-term 8

Harvard Business Review

SEPTEMBER 23, 2016

As Carlos Tavares, chair of PSA Peugeot Citroën, explained to me, “Unit sales will remain important, but this shouldn’t be our driver… To be ready, we must experiment and learn as markets change.” They start in other markets, with other customers, or with stealth incursions into the edges of your market.

Metrics 8

Metrics Business Model Retail Automotive 8

Harvard Business Review

JUNE 13, 2017

Given that this intervention could prevent more suffering than many wonder drugs, one would expect that there would be zero market for a breathing machine that didn’t make lung-preventive ventilation as easy as possible. When health systems insist on interoperable technologies, the market will respond.

Technology 8

Technology Health Care Wireless System 8

Harvard Business Review

DECEMBER 22, 2016

We believe so — it is a form of governance that is much older than the public and private equity models, one developed in sophisticated Western capital markets. Family-owned business sectors have become engines of growth, particularly across the U.S., And it starts with family businesses. The Family Firm.

Short-term 8

Short-term Long-term Leveraged Buy-out Globalization 8

Harvard Business Review

MAY 1, 2015

Typically, competing hotels fill as many as 70% of their rooms long in advance with mass bookings for conferences, corporate rates, and airline personnel at large discounts. You can’t] create a boat that has an engine, is a row boat and a sailboat all in one. It ain’t happening.

Industry 8

Industry Hotels Travel Airlines 8

Harvard Business Review

AUGUST 9, 2016

A few years back, my three-year-old son Max had an unyielding passion for Thomas the Tank Engine trains. Measuring Marketing Insights. In the 2000s, airlines launched personal entertainment systems in economy class cabins on intercontinental flights. Paul Garbett for HBR. Insight Center. Sponsored by Google Analytics 360 Suite.

Early Adopters 8

Early Adopters System Airlines Training 8

Harvard Business Review

FEBRUARY 16, 2011

They not only grow their current business but simultaneously develop the next one that, ultimately, will enable a graceful transition from the first. But they are constantly scanning the horizon for big enough market insights ; for that next game-changing idea; for the trend that will upset current market conditions and create opportunity.

Parcell 11

Parcell CEO Airlines Trends 11

Harvard Business Review

OCTOBER 18, 2016

If it would have an immediate business impact, such as the impact that an airline’s loss of its reservation systems would have, then it is likely to be a key operational investment. Development approaches. Executives can sometimes struggle differentiating between key operational and support investments.

Tools 8

Tools Competitive Advantage Operations Technology 8

Harvard Business Review

FEBRUARY 14, 2014

I’ve been watching the global economy for decades, and it seems to me that growth in the United States is about to speed up, while growth in the emerging markets is slowing down. an engine manufacturer, began building an engine for long-haul trucks optimized to run on natural gas. As it develops, the U.S. Not for a while.

Chemicals 8

Chemicals Pharmaceuticals Energy Creativity 8

Harvard Business Review

AUGUST 28, 2015

Southwest’s mission of being the low-cost airline drives everything it does, from the planes it buys to the routes it competes on. Google’s mission is to organize the world’s information, which helps it attract world-class engineers who share its mission. Wal-Mart and Sears. Netflix and Blockbuster. Google and Yahoo.

Groupthink 8

Groupthink Agility Diversity Retail 8

Harvard Business Review

APRIL 20, 2016

Delta executives recognized that to improve customer experience while simultaneously striving for operational excellence, the airline had to be able to invest rapidly and independently in new proprietary software applications that built on its passenger service and operational platforms.

Software 8

Software Company Airlines Business Model 8

Harvard Business Review

OCTOBER 9, 2017

Sales and marketing were once disciplines ruled by emotions. After all, innovation, like marketing and sales, is a pipeline. Some companies use this software for process innovation; others develop new products; others seek efficiencies and cost savings. Juan Díaz-Faes for HBR. In one end go raw concepts and notions.

Innovation 8

Innovation Airlines Chief Technology Officer Participative 8

Harvard Business Review

JUNE 26, 2017

Ask people how to develop a good corporate culture, and most of them will immediately suggest offering generous employee benefits, like they do at Starbucks, or letting people dress casually, as Southwest Airlines does. How you operate on the inside should be inextricably linked with how you want to be perceived on the outside.

Brand 8

Brand Company Operations Merchandising 8