Harvard Business Review

JULY 30, 2013

In every start-up, finding initial product-market fit is a magical moment. But once you achieve initial product-market fit and are down the Sales Learning Curve (PDF), suddenly you are faced with a new challenge: how do I scale up the sales efforts? I''ll discuss each one below. 1) Enterprise Sales. in quota for a rep (i.e., $1m

Marketing 8

Marketing Productivity Products Learning Curve 8

Harvard Business Review

DECEMBER 13, 2017

Because I teach a course on Product Management at Harvard Business School, I am routinely asked “what is the role of a Product Manager?” ” The role of a Product Manager (PM) is often referred to as the “CEO of the Product.” Performing market assessments. Running design sprints.

Productivity 8

Productivity Products Core Competence Management 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. A third of the CCOs previously held Division President or GM roles, and almost as many worked in a marketing and/or sales position. Senior leaders are in a new position.

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

DECEMBER 15, 2017

Already a large domestic market, Frontier Strategy Group’s estimates suggest the country will average growth rates between 7.4% However, India remains a difficult market for multinational firms to enter. India is a large, fragmented, and heterogeneous market. Step 2: Measure operating environment.

Strategy 8

Strategy Operations Policies Environment 8

Harvard Business Review

JUNE 12, 2018

Companies in multiple industries are already altering their approaches in changing urban markets. Telecom operators often provide the backbone communication networks required to run systems and applications. Other telecoms are offering solutions such as smart parking and waste management systems.

Real Estate 9

Real Estate Company Transportation B2C 9

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time.

B2B 14

B2B Chemicals Analysis B2C 14

Harvard Business Review

JUNE 23, 2015

But to Sweden-based SKF Group — the leading company in the $76 billion global market for ball bearing systems — these objects are heroic, destined to become the “brains of rotating machinery” by transmitting data to boost performance, reduce downtime, and prevent accidents. That lag poses dangers.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

APRIL 29, 2016

applications pushed technology to address B2B market requirements. Their developers focus on meeting operational and environmental requirements, caring little about the physical appearance or user experience of a dashboard- or engine-compartment-mounted device that monitors vehicle data. Overwhelmingly, those IoT 1.0

Technology 8

Technology B2B B2C Mass Marketing 8

Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. 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.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

APRIL 2, 2015

B2C marketers have long known that the key to a customers’ hearts and minds is to make the connection between the brand and customers’ sense of self. B2B marketers, on the other hand, have shied away from the idea, instead approaching selling as a rational, numbers-driven process where the best value proposition wins.

B2B 8

B2B Consensus B2C Customer Loyalty 8

Harvard Business Review

OCTOBER 21, 2013

The managers who express this idea in our simulated competitive games aren’t thinking of some simple shelving-units-on-wheels format – the kind of oversized salesman’s bag that’s been hauled out to prospects for decades. The social media channel was another source of feedback to help Cisco hone its marketing messages.

B2B 8

B2B B2C Education Travel 8

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. The company's managers felt helpless and frustrated. But few could see much progress.

Incentives 11

Incentives Sample Customer Loyalty Metrics 11

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”). That split is increasingly irrelevant. Ground the design in emotional research. Describe an incremental path towards success.

Software 8

Software Supply Chain B2C Education 8

Harvard Business Review

MAY 6, 2013

You must move from B2C to B2B, or vice versa. I recently employed this principle with a large asset management firm. Beside each operator was a large pile of partially assembled furniture. However, management was not convinced. You must slash the price of your product or service by 50%.

Disruptive Innovation 9

Disruptive Innovation Hotels B2C Price 9

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. While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs.

Blog 362

Blog Ryan B2C Brand 362

Miles Anthony Smith

NOVEMBER 7, 2019

65 Content Marketers List the 44 Content Marketing Agencies Crushing It (Plus 70 Tips & 78 Myths Dispelled) ​Digital marketing is becoming harder to ignore as we now live in a world of internet ubiquity. Click "READ MORE" to see the 44 content marketing agencies and 70 related tips from the experts!

Marketing 105

Marketing Content Audience Brand 105

Harvard Business Review

NOVEMBER 19, 2013

They pay upwards of $300K to $1 million to consultancy firms that conduct market analyses and in-depth need-finding, identify new opportunities, generate promising ideas, and, often, develop ideas into working prototypes. The client company then refines these concepts and prototypes and takes them to market. A Different Approach.

Innovation 9

Innovation Company Entrepreneur Constraint 9

Harvard Business Review

JUNE 20, 2018

There are two contemporary strategic imperatives, among others, that many executives are grappling with: (1) competing in emerging markets and (2) partnering with startups to gain exposure to novel ideas and opportunities. Such considerations seem less pertinent in a market like India where nationally mandated focus areas are less engrained.

Incubator 9

Incubator Company Policies B2C 9

Harvard Business Review

DECEMBER 18, 2017

In the age before the digital revolution, marketers used to tell customers about a product and then work through a traditional step-by-step purchase funnel. It starts by inspiring your customer to tell your story in an authentic way, by building empathy and creating an emotional connection that turns customers into fans.

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. billion market capitalization as of this writing. Advertisers are brought to the site and driven mainly through self-service channels, so there is no need for a large sales force or account management team. and EBITDA margins are 47%. Think about that.

EBITDA 8

EBITDA Engineering Travel Business Model 8