Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Record growth and profitability, increased rep engagement, and near-zero attrition. In one account alone, the improvements have driven $3.5 million in incremental revenue. The results?

Team 10

Team Metrics Compliance Attrition 10

Harvard Business Review

MARCH 26, 2015

To find out, we developed a measure and coined the term Global Engineering Intensity (GEI) as the ratio of the headcount of R&D staff in India plus China to a company’s current annual R&D expense. Research & development Emerging markets East and Southeast Asia' In fact, costs go up initially.

Offshoring 8

Offshoring CTO Company Engineering 8

Harvard Business Review

JULY 18, 2013

Pay is set by the market and the labor market has gone global, the reasoning goes — and when a Chinese or Mexican worker can do what an American can for less, wages have to go down. Which is an extremely healthy development. That''s because it''s becoming clear that pay levels aren''t entirely set by the market.

Retail 11

Retail Attrition Globalization Short-term 11

Harvard Business Review

SEPTEMBER 10, 2012

Madhusudhan Reddy, VP of HR, has a major challenge on his hands: How do you hire, train, retain and develop productive, engaged employees and make the new unit cost effective? It pioneered the concept of branded diamonds in India, and has multiple brands for different markets and price segments. VP of Operations.

Company 8

Company Crisis Attrition Public Relations 8

Harvard Business Review

FEBRUARY 12, 2015

As a product designer, I cut my teeth on enterprise software at Trilogy in Austin; we developed configuration tools for Ford and Nissan, pricing solutions for the insurance vertical, and supply-chain and selling management software for a host of different companies. Design Product development IT' That split is increasingly irrelevant.

Software 8

Software Supply Chain B2C Education 8

Harvard Business Review

SEPTEMBER 22, 2011

In most larger companies, you'll need to generate roughly 200+ responses per operating unit per period. For instance, you can calculate the value of turning a detractor into a promoter, or use differences in attrition rates to assess the expected lifetime values of different customer groups. Organized learning.

Incentives 10

Incentives Sample Customer Loyalty Metrics 10

Harvard Business Review

AUGUST 10, 2018

Those analyses rely on publicly available data sources, but software providers have accumulated growing amounts of private data on almost every aspect of their customers’ technology, operations, people, and strategies. Active investors such as hedge funds seek to outperform the market and index providers.

Benchmarking 8

Benchmarking Software B2B GAAP 8

Harvard Business Review

APRIL 1, 2013

SAP's senior management asked Ferose to shore up employee morale at SAP Labs India, where the attrition rate had reached a painful 19% in 2009. At 35 years old, Ferose was the youngest-ever managing director of a global multinational firm in India — overseeing a staff of 4,000.

Innovation 9

Innovation Attrition Software Globalization 9

Harvard Business Review

OCTOBER 25, 2017

Selling products limits the revenues you can make from clients: Unless you are innovating and continually updating your product offering, customer attrition tends to be high, and incentivizing repurchases can be hard. It now has around 10,000 operating projects. New pricing models will need to be developed. Pricing model.

Project 8

Project Productivity Products Health Care 8

Harvard Business Review

FEBRUARY 11, 2011

At the peak of the North Texas housing market in 2003, my company Grand Homes sold more than a thousand homes. Thirty-seven of our competitors — successful homebuilders — went out of business in two years, an attrition rate of about 50 percent. So we added more training and developed incentive programs.

Airlines 14

Airlines Chief Executive Officer Attrition Incentives 14

Harvard Business Review

MARCH 28, 2016

Promoting a single brand with a single campaign naturally makes for a more efficient marketing spend, but in today’s fragmented media landscape, the advantage is even more pronounced. Because many companies are operating with lower margins today than in the past, they need increased flexibility to better manage costs and inventory.

Advertising 8

Advertising Brand Company Attrition 8

Harvard Business Review

DECEMBER 11, 2018

This coalition of market-oriented economies would make three fundamental demands. Trade Representative, Robert Lighthizer – to develop new rules to address each of these joint concerns with China. doesn’t have the stomach to put up a big enough fight on its own to fully play out a war of attrition.

Policies 8

Policies Incentives Attrition Long-term 8