Harvard Business Review

JUNE 7, 2018

It traced much of the cause to a mismatch between its sales incentives and pricing strategy. On average, large capability gaps exist in price and discount structure, sales incentives, use of tools and tracking, and structure of cross-functional pricing teams and forums. Insight Center. Data-Driven Marketing. Sponsored by Google.

B2B 10

B2B Price Survey Company 10

Harvard Business Review

DECEMBER 11, 2013

Heightened expectations of expertise are also part of the picture — for instance, GE’s recent transition from asking executives to focus on breadth to focus on depth. Brad Peters, CEO of Birst, a business intelligence company, raised the issue of incentives and structure with me in an interview at Saleforce.com’s Dreamforce conference.

Incentives 8

Incentives Chief Information Officer Business Intelligence Execution 8

Harvard Business Review

APRIL 8, 2014

We don’t do the analytics or business intelligence stuff until management identifies the behaviors we want to change or influence,” says one financial services CIO. Most people in our organization do better with history lessons than with math lessons,” one consumer product analytics executive told me.

CIO 8

CIO Information Technology Consensus Compliance 8

Harvard Business Review

MAY 22, 2012

Along with our partners at HBR and McKinsey, we're delighted to announce those finalists today (in alphabetical order): Progress Out of Poverty: Business Intelligence for Those in the Business of Helping the Poor. Inside-Out Transformation: A Hybrid Business Model for a Converging World. Hack by Chris Allen.

McKinsey 9

McKinsey Innovation Diversity Long-term 9

Harvard Business Review

JANUARY 12, 2017

But the move to SaaS comes with considerable challenges: Firms will need to change their structure , sales culture, and incentives , and convince existing as well as new customers of the new offering’s value. We identified a total of 359 SaaS product introduction events using the Dow Jones Factiva search tool.

Business Model 8

Business Model Licensing Company Software 8

Harvard Business Review

DECEMBER 20, 2018

But in my work with clients, when I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. The numbers ranged from 18% to 69%. The result?

CRM 12

CRM Project Succession CIO 12