Harvard Business Review

NOVEMBER 13, 2012

Several operational levers influence sales team activity to help you achieve these ends, including the following. Training and coaching : help salespeople develop the competencies they need. focus more effort on specific market segments), tweaks to sales force size or structure (e.g. well above the industry average.

Market Segmentation 15

Market Segmentation Incentives Short-term Tools 15

Harvard Business Review

JUNE 7, 2011

There is no way to simultaneously align the organization's structure with products, functions, geographies, market segments, customers, capabilities, personalities, and technologies (to name a few). Until they figured out what they had to stop doing, the marketing team was perceived to be resistant and ineffective.

Market Segmentation 14

Market Segmentation Restructuring Marketing Finance 14

Harvard Business Review

DECEMBER 22, 2010

As Nike's Senior Portfolio Manager Adam Day says, "The global development sector had overlooked the enormous potential of investing in adolescent girls to reduce global poverty. Day says, "we have been able to use the best of our Nike DNA, but have the freedom to operate as an independent force for change in the development sector.

Core Competence 15

Core Competence Market Segmentation Globalization Reputation 15

Harvard Business Review

MARCH 22, 2017

Customers today are not just consumers; they are also creators, developing content and ideas — and encountering challenges — right along with you. Creativity in marketing requires working with customers right from the start to weave their experiences with your efforts to expand your company’s reach.

Creativity 13

Creativity Marketing Agility Budgeting 13

Harvard Business Review

APRIL 18, 2013

Creating products and services for market segments of one (" mass customization ") isn''t easy. The only way it can happen: marketing, IT, operations, and human resources functions must collaborate in unprecedented ways. But enhanced marketing capability, by itself, is not sufficient for gaining maximum customer intimacy.

Customer Intimacy 8

Customer Intimacy Supply Chain Market Segmentation Human Resources 8

Harvard Business Review

MAY 28, 2015

Instead, according to new research from the Center for Talent Innovation (CTI), the fundamental issue is the health care industry’s failure to develop a nuanced understanding of, and commitment to, women as consumers and decision makers. Surprisingly, it’s not the cost of care.

Health Care 8

Health Care Industry First-mover Advantage Market Segmentation 8

Harvard Business Review

APRIL 26, 2012

Because habits change with acculturation, age, influence and other factors. And not every market segment needs to be invaded at the same time: iPhones and digital cameras certainly didn't work for every market segment right out of the gate. Over time, we drop some, and pick up new ones.

Market Segmentation 13

Market Segmentation B2B Productivity Products 13

Harvard Business Review

JUNE 14, 2013

As a marketer, I work to engage women online with brands and causes. Ideally, a brand and a woman of influence interact directly, one to one. Women, already social media power users, are increasingly exercising that influence via their phones. And these messages use strong market segmentation. It''s her phone.

Strategy 8

Strategy Marketing Market Segmentation Learning-by-Doing 8

Harvard Business Review

SEPTEMBER 21, 2011

A market segment can be characterized broadly (women 25-34) or specifically (women in an early career phase who are newly-married and starting a family). With abstract and specific thinking, it's easy to influence the way you conceptualize a situation.

Word of Mouth Marketing 13

Word of Mouth Marketing Transportation Market Segmentation Advertising 13

Harvard Business Review

NOVEMBER 20, 2015

Corporate procurement processes are opaque, secretive, and can be influenced by political pull as well as pure performance. Global supply chains can cut across many “cultures”: national, industry, technology, market segment, and more. Taking this path isn’t a cake walk, however.

Supply Chain 8

Supply Chain Collins Golden Handcuff Pharmaceuticals 8

Harvard Business Review

JUNE 24, 2015

Positional advantage is sustainable in a classical environment: the environment is predictable and develops gradually without major disruptions. This approach works when the visionary firm can single-handedly build a new, attractive market reality.

Strategy 8

Strategy Competitive Advantage Environment Execution 8