Harvard Business Review

FEBRUARY 5, 2018

Practically every organization today has a set of core values that ideally function as the “operating instructions” of the company. Several words always come up in practically every discussion, no matter if the company is a large enterprise or a small business, B2B or a B2C, product or service, new or established.

B2C 14

B2C Ethics Teamwork B2B 14

Harvard Business Review

MARCH 9, 2018

It represents the industries that sell to businesses and the government, as opposed to business-to-consumer (B2C) industries that sell for personal consumption. These supply chain service jobs include many different labor occupations, from operation managers, to computer programmers, to truck drivers.

Supply Chain 8

Supply Chain B2C Policies Industry 8

Harvard Business Review

NOVEMBER 20, 2018

” The intention was right, but there was no operational impact. All of these examples are B2C. If your business is B2C, the train is about to leave the station. I made a couple mistakes along the way. First, I just said, “hey, we’re going to be a ‘delight’ company!” Employee skills.

B2C 13

B2C Energy Marketing B2B 13

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. About one quarter of these CCOs formerly held operations positions. Who are these new customer experience executives — and why do companies appoint them?

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

DECEMBER 15, 2017

Other than the well-documented differences in language and development, demographic differences are also significant. Policies relating to infrastructure development, land and labor, healthcare, and transport fall under the purview of the states—as do most licensing and permitting. Step 2: Measure operating environment.

Strategy 8

Strategy Operations Policies Marketing 8

Harvard Business Review

JUNE 12, 2018

Real estate developers are integrating automation systems, sensors, and mobility options into their properties. Telecom operators often provide the backbone communication networks required to run systems and applications. Digital natives such as Didi and Uber are operating customer-facing mobility platforms in cities around the world.

Real Estate 9

Real Estate Company Transportation B2C 9

Harvard Business Review

APRIL 29, 2016

” will be difficult for many companies to achieve — not for lack of technological expertise but because they’ll fail to recognize the value of design in connected product development. Fleet vehicle operators now directly engage with IoT devices that can measure their physical condition as well as their driving behavior.

Technology 8

Technology B2B B2C Mass Marketing 8

Harvard Business Review

JUNE 23, 2015

. “In some offshore wind applications, changing the main bearing on a turbine is so expensive that it undermines the business case for building the turbine in the first place,” said Filippo Zingariello, director of global strategic development at SKF. Turns out, data from all of these little things can make a big difference.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. That's exactly what Portuguese airport operator ANA Aeroportos de Portugal did in its quest to attract more major airlines and connecting routes. This post is part of Creating a Customer-Centered Organization.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

JULY 19, 2017

In 2015, Boeing launched the Aerospace Data Analytics Lab in partnership with Carnegie Mellon University to develop AI technology for airlines. These are amazing technologies with great promise for any level of executive in any B2C or B2B company. Insight Center. Crossing the Digital Divide.

USP 8

USP Airlines Productivity Products 8

Harvard Business Review

JULY 30, 2013

You dive deep into a customer development process, working closely with a few customers who feed you requirements and are willing to trial an imperfect product that is evolving quickly. To that point, a well-run telesales operation will be super metrics-driven. In every start-up, finding initial product-market fit is a magical moment.

Marketing 8

Marketing Productivity Products Learning Curve 8

Harvard Business Review

JULY 31, 2012

Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. Another might be made up of markets with similar operating cost structures. Because they are structurally similar, peer groups represent similar sales opportunities.

B2B 14

B2B Chemicals Analysis B2C 14

Harvard Business Review

OCTOBER 30, 2014

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. That starts with developing a deep understanding of how customers behave and make decisions. Collaborate around the customer decision journey.

Marketing 11

Marketing B2C Guidelines Analysis 11

Harvard Business Review

MARCH 21, 2016

Unsurprisingly, the most disrupted organizations were B2C, with media being the most disrupted and telecoms and consumer financial services close behind. Tasked explicitly with driving growth, these roles combine strategy, corporate development, investment, and operations, as companies seek to find meaningful new revenues streams.

Industry 8

Industry B2C Agility Bureaucracy 8

Harvard Business Review

FEBRUARY 12, 2015

For a long time, there has been a clear split between business software (often called Enterprise or B2B ), and consumer software (B2C, or simply “products”). Design Product development IT' That split is increasingly irrelevant. Describe an incremental path towards success.

Software 8

Software Supply Chain B2C Education 8

Harvard Business Review

OCTOBER 21, 2013

A food company, for example, outfits vehicles with entire kitchens to demonstrate the most effective and creative ways to use its specialty food ingredients in food service operations. Many products can be complicated to operate or dangerous if used incorrectly, and a van can save a customer from traveling to a training center.

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. If the best PMs have well developed core competencies and a high EQ, does that mean that they are then destined for success no matter where they work?

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

MARCH 17, 2016

Don’t engage in over-the-top discounting that trains customers, both in B2C and B2B markets, to buy cleverly on price and price alone. They operate with extreme cost and process efficiency, which enables them to enjoy good margins and profits even while charging low prices. Don’t start price wars. Don’t fight them.

Price 8

Price Airlines Advertising Prahalad 8

N2Growth Blog

NOVEMBER 30, 2010

The problem with many sales organizations is that they still operate with the same principles and techniques they were using in the 60′s, 70’s and 80’s. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale.

Blog 407

Blog Ryan B2C Brand 407

Harvard Business Review

SEPTEMBER 22, 2011

In most larger companies, you'll need to generate roughly 200+ responses per operating unit per period. Bain research shows that leading companies can achieve 60% or better response rates in B2B companies and 30% or more in most B2C situations. Unless you have achieved stability, you're in for some fun at compensation time.

Incentives 10

Incentives Sample Metrics Customer Loyalty 10

Harvard Business Review

MAY 6, 2013

You must move from B2C to B2B, or vice versa. They began grouping clients by practice and focused sales associates on developing industry trends and insights. Beside each operator was a large pile of partially assembled furniture. You must slash the price of your product or service by 50%.

Disruptive Innovation 9

Disruptive Innovation Hotels B2C B2B 9

Harvard Business Review

NOVEMBER 19, 2013

Traditionally, companies have found ways to navigate these challenges internally, in research and development (R&D) divisions like the famed Xerox PARC , founded in 1970, or through programs that encourage employees to dedicate a small percentage of their time to side projects, as 3M began doing in 1948.

Innovation 9

Innovation Company Entrepreneur Constraint 9

Harvard Business Review

DECEMBER 18, 2017

Over the course of several months, a digital platform was developed that could capture every fan interaction (whether a mobile check-in at the stadium, a profile update on the website, or a merchandise purchase online), deliver targeted promotional campaigns, and collect club mentions and other data from social media.

Sports 8

Sports Brand Content Industry 8

Harvard Business Review

OCTOBER 2, 2012

Going B2C was daunting and not in our core DNA," Kaufer remarked. Kaufer's description of the TripAdvisor culture and development process makes it clear that he has been able to maintain a strong sense of urgency, even at scale. "No TripAdvisor, in effect, was a model lean start-up with an engineering-driven, product-focused founder.

EBITDA 8

EBITDA Engineering Travel Business Model 8

Miles Anthony Smith

NOVEMBER 7, 2019

” The bottom line is that most people don’t want to be “sold” by an ad anymore; they want to develop a relationship where a business earns their purchase by offering invaluable content. They offer strategies like content development, email marketing, creative and branding, and more.

Marketing 105

Marketing Content Audience Brand 105