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Complimentary Resource – Economist: Smart SMBs Fine-Tuning the Engines of Growth

Strategy Driven

To achieve growth, economies the world over rely on small businesses to create jobs, increase competition and spur innovation. In return, these small businesses often look to governments for assistance, from cutting bureaucratic red tape to providing financial incentives such as tax breaks.

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A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes

Harvard Business Review

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. Bad Incentives Undercut the Best Pricing Strategies.

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Just Adding a Chief Data Officer Isn’t Enough

Harvard Business Review

To do so, you need clarity around how the CDO will work with the rest of the top management team as well as incentives that support collaboration across the top executives and senior managers — something that goes beyond equity compensation. Add incentives to the mix by setting goals around the collaborative activities.

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Why Your Analytics are Failing You

Harvard Business Review

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. “Improving compliance and financial reporting is the low-hanging fruit.

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Manufacturing Companies Need to Sell Outcomes, Not Products

Harvard Business Review

Organizations must be prepared to improve or modify selling skills, sales incentives, internal coordination and sales and service processes to make this work right for the customer. Business intelligence is a strong competency in outcome-centric companies.

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What Is Business For? Cast Your Vote!

Harvard Business Review

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. Hacking Executive Compensation with Dynamic Incentive Accounts. Story Lindsey Alexander and Steve Wright.

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How Investors React When Companies Announce They’re Moving to a SaaS Business Model

Harvard Business Review

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.