Harvard Business Review

OCTOBER 13, 2023

It brought focus to the money scarcity problem (meaning, products were not reaching low-income groups because they were not designed to cater to them) and helped create new market segments and increase product accessibility. But in doing so, it also drew attention away from other inclusion gaps.

Prahalad 23

Prahalad Productivity Products Marketing 23

CO2

APRIL 28, 2013

Coaches initially came from psychology or counseling, and their mission was to solve a problem with a rising manager, like an overly assertive management style or poor interpersonal skills. In the past decade or so, coaching has become increasingly professional and leadership development is now the largest market segment.

Executive Coaching 139

Executive Coaching Execution Market Segmentation Career 139

Coaching Tip

FEBRUARY 12, 2014

Executives say the influencers are sometimes already in jobs that reflect their skills—such as a project manager who works with several departments. Sources: The Wall Street Journal, February 12, 2014 and Management professors Adam Kleinbaum and Robert Cross. The result is often mapped out as a spider web of connections.

Influence 121

Influence Self-aware Competitive Advantage Social Capital 121

Management Excellence

DECEMBER 31, 2011

I was truly gifted in 2011 to gain access to and work with and support some remarkable professionals across a number of different market segments…from high tech to professional services to manufacturing, and I learned something with every engagement and encounter. Here are Six Lessons Learned that Can Help Us All in the New Year:

Market Segmentation 67

Market Segmentation Succession Marketing Education 67

Eric Jacobson

JULY 29, 2012

Ric Dragon on developing a brand voice and market segmentation strategy: When a mistake is made, sincerely apologize. When appropriate, use humor. Have a policy in place. Have a top-responses document prepared to be used.

Media 71

Media Market Segmentation How To Document 71

Strategy Driven

DECEMBER 7, 2021

Even though buying Instagram followers is a powerful way of building a strong online presence, the success of this strategy heavily relies on the quality of content you are likely to share with your target market. The better the quality of content you share with your prospects the higher the chances of getting more followers.

Brand 114

Brand Content Audience Follow-up 114

The Empowered Buisness

APRIL 6, 2014

A statement still widely used in many contexts, including management. It’s within your control to look for market segments or industries still in a growth mode. In the 1930’s, Alford Korzybski, in his book “Science and Sanity,” made a profound statement about human nature. The map is not the territory.

Organization 164

Organization Leadership Consensus Market Segmentation 164

CO2

JANUARY 2, 2011

These are: Customer Segments – An organization serves one or several customer segments. Process : This business model design has 5 phases; Mobilize, Understand, Design, Implement and Manage. His book Just Ask Leadership - Why Great Managers Always Ask The Right Questions (McGraw Hill 2009).

Business Model 141

Business Model Executive Coaching Execution Blog 141

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. Managers noted historical trends and revised processes, and engineers developed code that was then baked into computing systems. times more likely to convert.

Process 8

Process Company Market Segmentation Early Adopters 8

Harvard Business Review

JULY 19, 2017

IT has long played a critical role in helping organizations deliver better products and services, improve operations, better manage risks, and develop new business models to stay relevant. The fact is, organizations that raise their analytics IQ are far more likely to successfully manage a chaotic, dynamic business environment.

Technology 8

Technology Content Market Segmentation Business Model 8

Harvard Business Review

JUNE 7, 2011

One of senior management's favorite pastimes is moving around the boxes — and the people inside them. Most managers do reorganize with good intentions — to grow revenues, reduce costs, improve customer focus, etc. No matter the structure, there still will be tensions , competition for resources, and misalignment.

Market Segmentation 14

Market Segmentation Restructuring Marketing Finance 14

Harvard Business Review

NOVEMBER 13, 2012

For example, to spend more (or less) time prospecting, to improve customer engagement quality, or to manage the pipeline more effectively. Performance management : set expectations and manage against them. focus more effort on specific market segments), tweaks to sales force size or structure (e.g.

Market Segmentation 15

Market Segmentation Incentives Short-term Tools 15

Harvard Business Review

NOVEMBER 7, 2016

Managers want to understand how their teams contribute to the organization, and they want to identify high performers and potential leaders along the way. Specifically, traditional organizational reporting structures limit managers’ visibility into how their employees are influencing and contributing to other teams.

Influence 12

Influence Market Segmentation Software Comparison 12

Harvard Business Review

FEBRUARY 16, 2024

Older consumers can’t just be an afterthought for brands — but that doesn’t mean just shifting the focus from one generation to another.

Marketing 27

Marketing Brand Market Segmentation Brand Management 27

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

Harvard Business Review

MAY 24, 2012

Every large financial services company has instituted risk management, but that hasn't prevented risky behavior in the form of office politics and personality conflict — as the JP Morgan trading debacle has demonstrated. Risk management isn't exclusive to banking. But all too often, those safeguards are ignored.

Merchandising 11

Merchandising Risk Management Supply Chain Retail 11

Harvard Business Review

NOVEMBER 4, 2013

Account management, personal selling, distributor management, merchandising, sales compensation design, and numerous other sales management activities typically fall within the purview of Sales. Marketing tasks. Sales tasks.

Marketing 11

Marketing Market Segmentation Short-term Merchandising 11

Harvard Business Review

FEBRUARY 15, 2011

When he was running a small division years ago, a manager we know, Christien (not his real name), promoted Laura to head a small group of designers. The division had just introduced a line of products aimed at an important new market segment. In our experience, a surprising number of managers share this reluctance.

Influence 15

Influence Market Segmentation Direct Marketing Focus Group 15

Harvard Business Review

JUNE 20, 2013

This enabled them to build a full CRM (customer relationship management) solutions suite, specifically targeted towards retailers, that included associate applications, analytics, tablet/smartphone applications, and social components. In 2011, Capillary began looking beyond emerging markets for further growth.

Technology 11

Technology Innovation CRM Retail 11

Harvard Business Review

APRIL 4, 2017

Lean is a powerful management tool, but having the “exact” number for efficiently doing the “work” of today jeopardizes the future by not having “extra” people thinking on it. The campaign allowed Natura to compete with Johnson & Johnson on something other than price.

Innovation 10

Innovation Market Segmentation GDP Competitive Advantage 10

Harvard Business Review

SEPTEMBER 6, 2017

In this world, insurance companies will require fewer actuaries and more data scientists — individuals with the ability to mine data to tailor insurance offers to specific market segments or even individuals. Objectively assess the current skills and capabilities of your workforce to identify gaps.

Company 13

Company Insurance Engineering Software 13

Harvard Business Review

JULY 9, 2014

How would you identify these two segments and market to them differently? Often companies offer multiple products that appeal to different market segments and let customers self-select. The segmentation characteristics are adapted from Philip Kotler and Kevin Lane Keller, Marketing Management, 14th ed.

Market Segmentation 9

Market Segmentation Marketing Insurance Price 9

Harvard Business Review

MARCH 20, 2013

Back in the Don Draper days, the creative agency would pitch storylines, mock them up, test them with market segments, go back to the drawing board, and produce the one that got the most positive feedback and fit best with the brand. The audience plays a more active part in both generating content and filtering the ideas.

Innovation 15

Innovation Advertising Market Segmentation Brand 15

Harvard Business Review

MARCH 30, 2016

Effective executives understand the productivity and customer loyalty future depends as much on motivating and managing their machines as inspiring their people. Should the contact center manager look to their best customer care representatives to fix the problem or look to technologists?

Review 8

Review Kaplan Performance Review Kaizen 8

Coaching Tip

JUNE 19, 2017

It is not corporate strategy , sales compensation plan , or the market segmentation. Poor time management and priority-setting habits. Time Management Strategies for Small Businesses. It is what each leader, team member, and employee should focus on, believe and create for themselves and others. Ask the Coach .

Market Segmentation 83

Market Segmentation Leadership Reference Skills 83

Harvard Business Review

APRIL 9, 2018

It was the initial encroachment from the low-end of the market that made Netflix disruptive. A focus on a larger market segment initially might have induced a fighting response by Blockbuster. So what does that mean for managers and their companies?

Disruptive Innovation 12

Disruptive Innovation Innovation Business Model Human Capital 12

Harvard Business Review

JANUARY 13, 2015

In pharmaceuticals, there are blockbuster drugs targeted at mass-markets segments. Strategy requires choice , clear communication , and coherent performance management practices, not just stirring metaphors, with the people who deal with customers. In retailing, there is Wal-Mart, Dollar General, and category killers.

Market Segmentation 8

Market Segmentation Mass Marketing Price Pharmaceuticals 8

Harvard Business Review

JUNE 26, 2012

To start off the project, I asked senior managers to see some data and to speak to the employees getting the work done. Templates needed to be completed, customer and competitor profiling refreshed, current performance figures confirmed, markets segmented, etc. No response. This all-out sprint lasted for weeks.

Innovation 13

Innovation Budgeting Market Segmentation Bottom-up 13

Harvard Business Review

MARCH 22, 2017

This gives marketing an opportunity to measure and manage itself in new ways. In the past, marketing measured success by sticking to budgets and winning creative awards. Zscaler, a cloud-based security platform for businesses, created a Value Management Office. Bring creativity to measurement. Think like a startup.

Creativity 14

Creativity Marketing Agility Budgeting 14

Harvard Business Review

JANUARY 27, 2015

” In my profession, investment management, we are judged on one of two metrics: performance and professionalism. Stephen, the agent for an extremely wealthy family that hired us to manage a portion of their money, got straight to the point. We have a solid presence in our market segment. But I don’t think so.

How To 8

How To Market Segmentation Bottom-up Marketing 8

Harvard Business Review

SEPTEMBER 22, 2014

As a hedge fund manager who applied data-driven trading strategies once said, “You can spend endless time and resources only to find eventually a bug in your data.”. Using predictive models of demand developed during growth years or for a price sensitive market segment may fail miserably when market conditions change.

Credit Scoring 11

Credit Scoring Price Market Segmentation How To 11

Harvard Business Review

FEBRUARY 14, 2012

Consider John, an account executive who is contemplating how to expand into a new market segment — one that is wrought with regulatory challenges. But what if their understanding of what's wrong is, quite frankly, wrong? Should you politely listen, or can you help them help you?

Market Segmentation 13

Market Segmentation Advice Politics Brainstorming 13

Harvard Business Review

APRIL 19, 2011

The process starts by acknowledging that perceptions of value differ according to the target market segment and geographical location. This allows managers and policy-makers to play with the attributes of the original offer, eliminating some, modifying others, or inventing new ones. Doing that will make all the difference.

Innovation 15

Innovation Market Segmentation Price Fashion 15

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.

Core Competence 15

Core Competence Market Segmentation Globalization Reputation 15

Harvard Business Review

FEBRUARY 4, 2013

If an employee is off track, he can consume a lot of organizational resources without the manager even being aware. How many analyses were required to complete that market segmentation report? What type of competitor analysis are you doing in order to evaluate that market?

Market Segmentation 8

Market Segmentation Operations Project Report 8

Harvard Business Review

MARCH 20, 2013

Back in the Don Draper days, the creative agency would pitch storylines, mock them up, test them with market segments, go back to the drawing board, and produce the one that got the most positive feedback and fit best with the brand. The audience plays a more active part in both generating content and filtering the ideas.

Innovation 8

Innovation Advertising Market Segmentation Brand 8

Harvard Business Review

JUNE 12, 2018

In the case of Baker Hughes and Halliburton’s planned merger a few years ago, the Justice Department detailed how it thought the amount of competition would rise or fall (mostly fall) in 30 market segments. But other mergers suggest that competition is often more complex than that.

Company 8

Company Supply Chain Cooper Airlines 8