Eric Jacobson

MAY 7, 2018

For instance, while buyers most want to talk about : What my company is trying to achieve with the purchase The reasons my company needs to make the purchase My company’s overall goals … sellers most want to talk about : Pricing How the product/service works (a product demo) So, if you sell, you need to read this book.

Ramaswamy 50

Ramaswamy Open-book Prahalad Bottom-up 50

Harvard Business Review

MARCH 8, 2011

Bernard Arnault has a proven track record of building luxury goods brands and creating financial value for a multitude of luxury product lines. Both companies are managed by professionals. Professor Michael Moffett is Continental Grain Professor of Finance, and Professor Kannan Ramaswamy holds the William D.

Ramaswamy 14

Ramaswamy Supply Chain Brand Short-term 14

Harvard Business Review

OCTOBER 10, 2011

Triggering this process of collective engagement — Venkat Ramaswamy and I call it co-creation — is what is missing in the agenda of many CEOs today (to say nothing of our political leaders). Companies in emerging countries such as Brazil and India are showing the way. Having already mobilized diversity suppliers (e.g.,

CEO 10

CEO Company Ramaswamy Health Care 10

Harvard Business Review

JUNE 12, 2013

The approach echoes Ted Levitt''s famous comment about selling ¼ inch holes rather than ¼ inch electric drills, and advocates a mindset shift away from selling products to "doing jobs" that solve customers'' problems. We agreed to work on a new kind of segmentation based the combinations of jobs that customers need to get done.

Ramaswamy 8

Ramaswamy Levitt Prahalad Christensen 8