Keeping Tabs on the Competition as a Start-Up

Harvard Business Review

They have a defined brand and a fairly clear picture of market penetration, differentiators, and existing products and services. But competitive intelligence – data gleaned from mostly public sources and analyzed for patterns, trends, and positioning – is important for investors and shareholders, customers, and employees (from business development to product to customer service). It can also help you outflank savvy competitors and acquire more market share.

Who Owns Your Customer Relationships: Your Salespeople or Your Company?

Harvard Business Review

Your R&D group develops a unique new product. Marketing designs the promotional campaign. The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. A sales model that pays salespeople almost entirely on commission and gives them exclusive "ownership" of customers often works for a while for products in unsaturated markets. Manufacturing produces it.