CEO Insider

AUGUST 7, 2020

Some B2B tech companies think that in such a crisis situation, no one will be buying their solutions – this is how they end up jeopardizing their long-term market share. During an economic downturn, it’s traditionally the marketing budget that’s first on the chopping block.

Reputation 106

Reputation Brand B2B Licensing 106

CEO Insider

JANUARY 27, 2022

For B2B companies, being metaverse-ready means building the capability to digitally engage with customers in a multi-person immersive environment.

B2B 58

B2B Magazine Participative Environment 58

Harvard Business Review

JUNE 7, 2018

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. This runs counter to the norm at many B2B sales organizations, which give little or no formal training on price realization. We gathered their self-rating of 42 pricing capabilities and outcomes.

B2B 11

B2B Price Survey Company 11

LDRLB

NOVEMBER 2, 2011

The CEO said, “We’re in the peace-of-mind-business.”. “So Here’s how the Fortis B2B team define themselves: Natural gas is our business. John Bell is a strategy consultant and former CEO of Jacobs Suchard (Kraft, Nabob). He is a contributor to Fortune magazine and a regular blogger at CEO Afterlife.

Strategy 100

Strategy Competitive Advantage B2B Seminar 100

Harvard Business Review

DECEMBER 5, 2017

Aaron Levie, the CEO of Box, reflects on the cloud storage company’s entry into the enterprise market. But by staying disciplined with the product and deeply understanding market trends, they’ve made the strategic shift from B2C to B2B work. He was skeptical about pivoting away from consumers, and it was challenging.

CEO 8

CEO B2C Marketing B2B 8

First Friday Book Synopsis

MAY 25, 2011

the world’s largest B2B distributor of electronic components and [.]. Lisa Hershman is a seasoned business professional and author, who brings a wealth of real-world experience and an innovative style to her position at Hammer and Company.

Hammer 80

Hammer B2B Operations Innovation 80

Tanveer Naseer

AUGUST 7, 2012

A customer focused business, whether B2C or B2B (we all have customers), is more profitable and has greater longevity. He is the President and CEO of the management consulting firm Whetstone Inc. The following is a guest post by Adrian Davis.

Strategy 267

Strategy CRM Development Document 267

Tanveer Naseer

AUGUST 7, 2012

A customer focused business, whether B2C or B2B (we all have customers), is more profitable and has greater longevity. He is the President and CEO of the management consulting firm Whetstone Inc. The following is a guest piece by Adrian Davis.

Strategy 267

Strategy CRM Development Document 267

Strategy Driven

OCTOBER 15, 2019

If you were the PA to the CEO of Shell, would you be inclined to put through nervous and timid callers? More than a quarter of all B2B sales cycles take seven months or more to close. As a consequence, some telemarketers come across as nervous and vague. It’s essential to sound confident even sometimes when you aren’t.

Telemarketing 10

Telemarketing B2B Objective Open-book 10

LDRLB

NOVEMBER 2, 2011

The CEO said, “We’re in the peace-of-mind-business.”. “So Here’s how the Fortis B2B team define themselves: Natural gas is our business. John Bell is a strategy consultant and former CEO of Jacobs Suchard (Kraft, Nabob). He is a contributor to Fortune magazine and a regular blogger at CEO Afterlife.

Strategy 74

Strategy Competitive Advantage B2B Seminar 74

N2Growth Blog

OCTOBER 25, 2010

Kmax Blog Links Evan Carmichael – www.evancarmichael.com B2B Yellow Pages Directory B2BYellowpages.com is a leading Internet directory of resources useful to small businesses. N2 is a proud member of Squidoo Blog Write for CEOs Debbie Weil offer a great service to CEOs and senior executives that want to learn how to blog.

Directory 167

Directory Magazine Blog Brand 167

Harvard Business Review

JULY 12, 2017

B2B buyers have slowly been conditioned to expect the same personalized treatment that they get while shopping on Amazon. Eighty percent work for companies with a CEO who supports the adoption of a new approach. Companies like Netflix and Uber set that tone, giving us what we want, when we want it — usually on the first try.

B2B 8

B2B CRM Franchising Media 8

Mills Scofield

FEBRUARY 8, 2013

Thumbs Up From the CEO. The team was excited by a thumbs up from our CEO, Joel Basgall -- although he did offer some ideas on making the program more manageable. Joel Basgall, CEO. For example, since software projects often require enhancements and ongoing support, we needed to have a clearly defined project end point.

Ryan 130

Ryan PR Project B2B 130

Skip Prichard

JANUARY 14, 2020

Bean, Mayo Clinic, MOD Pizza and Bob’s Red Mill to the layer of B2B companies whose names are lesser known but equally great – I can assure you that flashy perks have little to do with performance. Instead, I’ve discovered that every company’s culture is, on the surface, quite distinct.

Airlines 108

Airlines Mission Statement Customer Loyalty Mayo 108

Harvard Business Review

OCTOBER 7, 2014

It can certainly be valuable to have the help of strategy officers or teams on refining and implementing strategy, but the strategy itself needs to be conceived and owned by the CEO (or equivalent for a division). It follows that the CEO must deeply understand customer needs and how to meet them. They said, “Yes.”

CEO 11

CEO Strategy Pharmaceuticals B2B 11

Leading Blog

NOVEMBER 3, 2023

There’s no single CEO-like entity and no hierarchy for single accountability. A study by McKinsey specific to the business-to-business (B2B) area suggests that businesses that optimize QTC for end-to-end accountability significantly outperform peers that don’t. logistics, and finance. operations in every region across the world.

Industry 272

Industry Stage-Gate Organization Company 272

Harvard Business Review

JULY 25, 2012

This ability to tweak offerings is a skill that most organizations need to have, according to our recent analysis of data from 180 CEOs. But unlike Apple, most companies don't rely on the CEO to do the tweaking. Specifically, CEOs report that they identify two types of "tweaker talent" within their organizations. Disconnects.

Productivity 14

Productivity Products Market Segmentation Sample 14

Harvard Business Review

FEBRUARY 22, 2016

An executive friend in an organization and industry riven by digital disruption and declining margins confided over lunch how dramatically her new CEO had impressed everyone at a recent executive offsite. ” Responsive CEOs are wonderful. . ” Responsive CEOs are wonderful.

Compliance 8

Compliance B2B Report ROI 8

Harvard Business Review

APRIL 27, 2015

The person making the purchasing decisions in a B2B space, Steiner explained, is less likely to make a buy based on an emotional response. “In B2B, we’re often being compared to a competitor on a spreadsheet, based purely on price and performance,” said Steiner. The companies surveyed had average sales of $3.48

B2B 8

B2B Press Release Construction Brand 8

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. Who are these new customer experience executives — and why do companies appoint them? In our recent report, The Rise Of The Chief Customer Officer, we found that: Titles can vary.

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

SEPTEMBER 24, 2013

Led by its Steve Jobs-inspired CEO Lei Jun, the company has experienced breakneck speed since its first smartphone launch in October 2011. For example, consumer brands tend to have more of a social/emotional component to their jobs-to-be-done, while B2B products are heavier on functional needs.

Marketing 8

Marketing B2B Levitt Disruptive Innovation 8

Roundtable Talk

MAY 27, 2010

Since September of last year, I have had phone and/or face to face interviews with BMO (three times), Air Miles, Scotiabank, Canwest, CFIB, Interbrand, CTV, CIBC, Heart and Stroke Foundation, Laura Canada, B2B Trust and Modelo Molson to name a few. Whew, it was a lot of hard work but really rewarding. "Cool" is a moving target.

Career 37

Career Blog B2B Learning-by-Doing 37

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. But according to Brian Fetherstonhaugh, CEO of OgilvyOne Worldwide, only 9% of salespeople responding to a recent global survey reported any such efforts.

Media 8

Media B2B Seminar Metrics 8

Harvard Business Review

SEPTEMBER 9, 2014

About two-thirds were in B2B businesses.). I talked to Georg Tacke(co-CEO of Simon-Kucher) and Madhavan Ramanujam (Partner at the Silicon Valley Office of Simon-Kucher) about what’s causing this high failure rate – and how some companies manage to improve their batting average. Why does pricing feel so out of executives’ hands?

Price 11

Price Productivity Products Simon 11

Harvard Business Review

SEPTEMBER 4, 2017

Every winter, my colleagues and I invite CEOs of some of the world’s largest businesses to join our students at Stanford University. Invariably, each CEO we host recognizes two truths: Digital disruption will reshape their industry in one fashion or another and they must find a way to embrace these changes. They are asset-light.

Christensen 8

Christensen Finance Innovation B2B 8

Harvard Business Review

JUNE 17, 2014

Most of the time equipment, control panels, and software in their industrial B2B divisions are still designed by engineers. Dr. Ralf Speth, CEO of Jaguar, captures the implication perfectly in his recent quote, “If you think good design is expensive, you should look at the cost of bad design.”. Yo-yo commitment.

Supply Chain 8

Supply Chain Software B2B Brand 8

Harvard Business Review

APRIL 10, 2013

In my role as CEO of the enterprise software company Hearsay Social, I''ve worked with a number of companies that have identified novel and effective ways to address these channels and incorporate them into their businesses for the better. For example, people don''t want to hear from a mortgage broker until they are ready to buy a house.

B2C 8

B2C B2B Human Capital Media 8

Harvard Business Review

FEBRUARY 24, 2014

by 70% for select B2B customers. If you were the CEO of a company that is paying $50 a license and now see that Microsoft is charging $15 for the same operating system to select customers, what would you do? On Friday, Microsoft slashed the price of Windows 8.1 Reasonable observers could be forgiven for asking: is Microsoft crazy?

Discount 8

Discount Airlines Price Licensing 8

Harvard Business Review

NOVEMBER 27, 2018

In our surveys, more than 66% of CEOs said they expect their companies to change their business model in the next three years, with 62% reporting they have management initiatives or transformation programs underway to make their business more digital.

Supply Chain 8

Supply Chain Content CIO Business Model 8

Harvard Business Review

AUGUST 12, 2016

Joachim Kreuzburg, CEO of Sartorius, a cell cultivation company, says, “We are not in the gold seeker business. This level of dedication to their mostly B2B customers demands especially strong investment in innovations and R&D. These companies are dedicated to mutual technological leadership with their customers.

Industry 8

Industry Long-term Short-term Class 8

Harvard Business Review

FEBRUARY 10, 2011

As CEO Dave Steiner put it, "When your company is called Waste Management, and your customers all talk about 'zero waste,' you better change your business model.". It's increasingly common in the B2B space. I interviewed Xerox's CEO Ursula Burns for my last book, Green Recovery , and asked her about this strategy.

Productivity 15

Productivity Products Christensen Document 15

Harvard Business Review

DECEMBER 24, 2015

Many B2B CEOs still believe that social media isn’t right for them. But social media marketing can offer B2B marketers a range of benefits if they take advantage of it, from increasing engagement and influencing decision making before the sales call to customizing sales messages and enhancing their company’s reputation.

B2B 8

B2B Media B2C Marketing 8

Harvard Business Review

FEBRUARY 7, 2014

Branding is one of the top concerns of CEOs and CMOs, and smart firms are investing as much as ever on branding initiatives — even online. But with most B2B and B2C organizations using virtually the same branding tools, they’re arguably seeing less advantage as a result of their efforts — if they’re realizing any advantage at all.

Brand 10

Brand Advertising B2C B2B 10

Harvard Business Review

JUNE 10, 2016

After talking with the VP of sales, the CEO, and several of the account managers, we realized we had heard a lot about the software’s virtues but much less about the customer problems and pain points that the software was meant to address. urban professionals with specific characteristics).

Marketing 8

Marketing Software B2B Technology 8

Harvard Business Review

JUNE 12, 2013

How much do you know about your vendors'' or B2B customers'' security capabilities? Does Your CEO Really Get Data Security? Your company is probably also vulnerable to being attacked through its partners. A lot of organizations enter into working agreements with other firms without auditing the partners'' data protections.

Company 8

Company B2B Insurance Banking 8

Harvard Business Review

JUNE 21, 2011

In a talk earlier this year to employees, Nokia CEO Stephen Elop asked a question that many were probably afraid to answer truthfully, given how Nokia is struggling to combat the iPhone. As BusinessWeek described it : When he asks how many people in the crowd use an iPhone or Android device, few hands go up. Go Further.

Software 14

Software Wireless B2B Library 14

Harvard Business Review

SEPTEMBER 21, 2011

Amazon, and eBay in B2C commerce and Covisint and GS1 in B2B. Once again, too many CEOs are hesitating. They spent a lot of time "testing the waters," "experimenting," and "building prototypes," while younger, nimbler companies took to the web with ease, shattering established business models along the way. Think of Yahoo!,

Brand 12

Brand B2C Market Segmentation Travel 12