Harvard Business Review

NOVEMBER 13, 2012

focus more effort on specific market segments), tweaks to sales force size or structure (e.g. close a vacant territory in a low growth market) or small modifications to hiring profiles (e.g. start screening candidates on technology skills).

Market Segmentation 15

Market Segmentation Incentives Short-term Tools 15

Harvard Business Review

FEBRUARY 8, 2016

In the early 1990s, executives and managers welcomed information technology — databases, PC workstations, and automated systems — into their offices. For example, nearly half of the companies are using machine reengineering for marketing products and services. They saw the potential for significant business gains.

Process 8

Process Company Market Segmentation Early Adopters 8

Harvard Business Review

MARCH 22, 2017

In the last year, customers in the top decile segment increased digital engagement by 15%, cross shopping by 11% and sales by 8%. In a fragmented media and social landscape, marketers can no longer reach their goals for awareness and reputation just through paid media and PR. Turn everyone into an advocate. Think like a startup.

Creativity 14

Creativity Marketing Agility Budgeting 14

Harvard Business Review

JUNE 28, 2013

Position yourself in market segments that will grow. The recession eliminated some market segments and redefined others. This is the time to revisit the market spaces you occupy and position yourself to ride the uptick. Reset your goals and KPIs. If you did, then take action now.

Budgeting 8

Budgeting Market Segmentation Venture Capitalist Real Estate 8

Harvard Business Review

SEPTEMBER 22, 2014

But theory, such as Statistical Learning Theory in Machine Learning , teaches us that predictability typically first improves and then deteriorates as model complexity increases, so adding complexity should not be a goal in itself. Decision making Information & technology'

Credit Scoring 10

Credit Scoring Price Market Segmentation How To 10

Harvard Business Review

APRIL 29, 2011

Your goal is coopetition : to find a way to partner with your competitor in such a way that both parties can substantially benefit from the other's resources — without stealing customers or damaging anyone's credibility. We were both losing in the lucrative high-end market segment.

Travel 15

Travel Chief Executive Officer Venture Funding Magazine 15

Harvard Business Review

MARCH 22, 2011

Ned Barnholt is the former CEO of Agilent Technologies, the measurement company, and these days he's one of the more respected executives in Silicon Valley. HP had grown so large, to about $30 billion in sales, that Barnholt and other senior managers felt pinched to reach their double-digit growth goals. The technology was great.

Ries 11

Ries Agility Market Segmentation Christensen 11

Six Disciplines

JULY 14, 2011

In this discipline, we help you to systematically review and renew your mission, values, market segments, competitive position, strategic position, vision, and agreeing what to stop doing. Discipline II - Set Goals That Lead. The purpose of this discipline is to produce goals that are clear and measurable.

SWOT 103

SWOT Market Segmentation Benchmarking ROI 103

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

SEPTEMBER 7, 2018

In the Big Bang Disruption model, where innovations take off suddenly when markets are ready for them, Google Fiber could be seen as a failed early market experiment in gigabit internet access. The overall goal: to ensure at least 100,000,000 Americans had access to broadband speeds of 100 Mbps by 2020.

Succession 8

Succession Construction Short-term Long-term 8

Harvard Business Review

DECEMBER 4, 2017

Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. So if you’re a $50 million company and your goal is to grow to $250 million, consider targeting hires from firms operating at that level or higher. For instance, is the candidate coachable?

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

Sales teams must meet the immediate needs of their customers, respond issue by issue and account by account, and meet quarterly goals. So if you’re a $50 million company and your goal is to grow to $250 million, consider targeting hires from firms operating at that level or higher. For instance, is the candidate coachable?

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

APRIL 9, 2018

GDPR also bears more than a hint of the kind of protectionism that has featured prominently in EU technology policy since the 2015 release of the plan for a “Digital Single Market,” including recent announcements of new taxes for U.S.-based based internet companies and continued antitrust complaints by EU regulators.

Advertising 11

Advertising Cost Business Model Information 11

Harvard Business Review

FEBRUARY 1, 2013

In order to achieve this goal, many of the firms interviewed have established a new business metric for measuring the value of their Big Data initiatives — Time-to-Answer (TTA). The chart to the left illustrates the game-changing cost savings that result from Big Data technology versus traditional database approaches.

Market Segmentation 8

Market Segmentation Metrics Environment Operations 8

Harvard Business Review

NOVEMBER 9, 2016

The goal was to find ways to use copper to combat the spread of infections. I have identified five traits of this race-to-the-top strategy: Focus on the high value of market segments. New Zealand is the world’s largest exporter of dairy products. Those efforts led to rising value of exports, even as labor costs rose.

Cooper 14

Cooper Long-term Industry Health Care 14