Harvard Business Review

DECEMBER 21, 2011

Your R&D group develops a unique new product. Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. A sales model that pays salespeople almost entirely on commission and gives them exclusive "ownership" of customers often works for a while for products in unsaturated markets.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

SEPTEMBER 9, 2015

At the same time, Tom was looping in supply chain partners, as well as quality, sales, and finance teams that were dispersed around the globe. In one session, for example, the issue was that the different engineers couldn’t agree on how to customize a critical product component without compromising the overall design.

Welch 8

Welch Supply Chain Consensus Engineering 8

Harvard Business Review

MARCH 31, 2016

For years Apple’s market penetration hung in the single digits. Firms guilty of this oversight never get past the idea that they sell products when they could be building ecosystems. Sony, Hewlett Packard (HP), and Garmin all made the mistake of emphasizing products over platforms.

Participative 8

Participative Software Market Penetration Marketing 8