Harvard Business Review
AUGUST 8, 2011
At its 100-year milestone, IBM shows us what it takes to outlast depression, war, and intense competition in order to remain a market leader in the midst of ongoing technological innovation. Newly appointed CEO Lou Gerstner logged thousands of hours visiting customers, industry experts and analysts.
Harvard Business Review
JULY 29, 2013
Third, new easy-to-use online webinar and videoconferencing technologies make it possible for inside salespeople to create customer intimacy without field interaction. Use field sales to sell more complex products and services that require a consultative approach and customization. By geography.
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Harvard Business Review
FEBRUARY 3, 2014
The technology allows automated cleaning up of large code-bases, and was licensed back to the company by Stanford. In particular, we encourage them to immerse themselves with customers, learn their problems, and do some services projects that not only generate cash, but also generate customer intimacy and trust.
Harvard Business Review
APRIL 18, 2013
The biggest changes, not surprisingly, are in the marketing function, itself — the source of these new, more detailed customer insights. It means building a profile of each customer, based on transaction and social media data (e.g., their comments on Facebook and LinkedIn).
Harvard Business Review
JULY 3, 2015
Today, however, by exploiting new digital technologies, firms like Apple, Lending Club, and AirBnB have made customer co-creation of value central to their business models and in doing so now rank among the world’s most innovative and valuable firms. Your customers are waiting. for the right incentives and shared value.
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