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 9

B2B Price Survey Company 9

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. If you’ve decided to move ahead, then the next step is to effectively build that role into the rest of the top management team.

Incentives 8

Incentives Chief Information Officer Business Intelligence Execution 8

Harvard Business Review

APRIL 8, 2014

But managers still seem to be having the same kinds of business arguments and debates — except with much better data and analytics. 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.

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. Management Innovation According to Nature's Genius. Story Lindsey Alexander and Steve Wright.

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. increase in stock price on the announcement day.

Business Model 8

Business Model Licensing Company Software 8

Harvard Business Review

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. 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%. That was actually an average of a dozen analyst reports. The result?

CRM 10

CRM Project Succession CIO 10