Harvard Business Review

JULY 29, 2013

Different companies divide it in different ways: By market segment. When focused on the right market segments, stages of the customer engagement process, and product/services, inside sales drives huge sales force efficiency improvements with little or no effectiveness loss.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

CO2

JANUARY 2, 2011

These are: Customer Segments – An organization serves one or several customer segments. They look at 9 Building Blocks that form the business canvas. 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

AUGUST 9, 2018

While most for-profit companies start with product and then subsequently segment customers based on profit potential (higher lifetime value and lower acquisition costs), the most successful nonprofits commit first to reaching an underserved population, which often includes higher acquisition costs and lower lifetime value.

Strategy 11

Strategy Market Segmentation Crisis Entrepreneur 11

Harvard Business Review

FEBRUARY 8, 2016

Powerful machine-learning algorithms that adapt through experience and evolve in intelligence with exposure to data are driving changes in businesses that would have been impossible to imagine just five years ago. So far, it has helped to increase revenue 20 fold and unearthed market segments 2.5 Now it’s happening again.

Process 8

Process Company Market Segmentation Early Adopters 8

Harvard Business Review

JULY 19, 2017

Insurance carriers, which famously clung to decades-old legacy hardware and software, are wholeheartedly embracing analytics-driven systems to target profitable market segments, speed claims payments, reduce fraud, and increase the number and degree of fully automated processes.

Technology 8

Technology Content Market Segmentation Business Model 8

Harvard Business Review

JUNE 20, 2013

Capillary now powers more than 10,000 stores globally for over 140 brands servicing more than 50 million consumers across 16 countries. Capillary''s case study illustrates that focused high-tech solutions can now be designed, deployed, and fine-tuned cost-effectively in emerging market nations. Disruptive innovation India'

Technology 10

Technology Innovation CRM Retail 10

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

In the CEO Afterlife

FEBRUARY 4, 2013

Marketing 101 says, “Never try to be all things to all people,” but at Wall Street’s urging, zealous marketers keep trying to break that golden rule. From the very beginning, Howard Schultz understood and appreciated that a strategy is strengthened when a particular market segment is sacrificed for a greater cause.

Market Segmentation 228

Market Segmentation Brand Marketing Reputation 228

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. “It’s very powerful, and it’s really exploded in the last 10 years.”

Market Segmentation 8

Market Segmentation Marketing Insurance Price 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. This user-centered process also highlights the "test and learn" approach to new content.

Innovation 15

Innovation Advertising Market Segmentation Brand 15

Harvard Business Review

NOVEMBER 7, 2016

For the go-to-market segment, representing employees in sales and marketing functions, we found that top performers spent an average of 25 hours in their email and calendar per week, nearly 14 hours a week in internal collaboration, and about 12 hours a week in external collaboration.

Influence 11

Influence Market Segmentation Software Comparison 11

Harvard Business Review

DECEMBER 22, 2010

The focus on adolescent girls is truly authentic to our fundamental belief in the power of human potential, but also represents the highest value investment you can make to end 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

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. The combined firm may benefit from economies of scale in doing so, but increases in market power may also result.

Company 8

Company Supply Chain Cooper Airlines 8

Harvard Business Review

FEBRUARY 26, 2014

The Hispanic market will represent $1.5 trillion in purchasing power by 2015 and 30% of the U.S. Business leaders who are contemplating how to reach such an enormous market segment, especially through their digital presence, often ask me the same question: “Do we really need Spanish, or can we get by with just English?”.

Marketing 8

Marketing Market Segmentation Content Customer Loyalty 8

Harvard Business Review

OCTOBER 24, 2016

Measuring your marketing efforts quantitatively is crucial. Using analytics for predicting what could work and using the insights to improve the customer experience were even more powerful motivators. Despite marketing for an analytics software company, we had to be pulled out of our spreadsheet-lined comfort zone.

Marketing 8

Marketing Metrics Market Segmentation Conference 8

Harvard Business Review

NOVEMBER 17, 2011

Executives set value propositions for their products — the target market segments, the benefits they provide, and their prices. The question is this: How do you develop a powerful PVP? It's why a target customer should buy the product. But value propositions go beyond just products. It's why to hire you, not someone else.

Market Segmentation 15

Market Segmentation Ethics Career Operations 15

Harvard Business Review

MAY 24, 2012

Every business day, companies cede hard evidence to the political agendas of a willful manager or department, and these companies span geographies, industries, revenues, and market segments. Until this happens, many companies continue to place their biggest bets on the fallout from turf wars and power plays.

Merchandising 11

Merchandising Risk Management Supply Chain Retail 11

Harvard Business Review

MARCH 30, 2016

The robo-adviser’s investment recommendations aren’t moving the sentiment analysis needle in the fast-growing “newly retired” market segment. 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

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. This user-centered process also highlights the "test and learn" approach to new content.

Innovation 8

Innovation Advertising Market Segmentation Brand 8

Harvard Business Review

MARCH 17, 2016

It also determines which market segments the company will serve and what channels it will use to reach them. The Wave, a motorbike manufactured by Honda for the Vietnamese market, provides clear, affirmative proof that a huge, global manufacturing company can win in the ultra-low-price segment against local competitors.

Price 8

Price Airlines Govindarajan Advertising 8

Harvard Business Review

APRIL 22, 2011

Google's founders knew before they launched that they were entering a highly competitive market segment. So over the years, talented people came to Google because they had clarity and the power to create. It moves power away from the people and towards titled leadership. Google has shown us the power of distributed data.

Micromanagement 15

Micromanagement Open-book Parcell Innovation 15

Harvard Business Review

MARCH 22, 2011

They then researched and analyzed the markets, segmented them, and developed products. If the idea got far enough, they developed marketing campaigns, sales strategies, and launched it. Possibilities included areas like flat screen TVs, uninterruptable power supplies, or smart utility monitoring of homes. "We

Ries 11

Ries Agility Market Segmentation Christensen 11

Harvard Business Review

JANUARY 28, 2014

Pay particularly close attention any time someone comes toward your market with a business model that looks highly unprofitable to your company or is based on a technology that no one in your company understands very well. Spotting disruptive business models early is very powerful but arguably difficult.

Disruptive Innovation 9

Disruptive Innovation Advertising Gilbert Market Segmentation 9

Harvard Business Review

FEBRUARY 4, 2013

The technology employed in the seventies was a top-of-the-line sewing machine or a battery-powered forklift. 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 15, 2011

Technology trends around ubiquitous communications and cheap, unlimited bandwidth and processing power have dropped the boundaries of availability for any number of products, converting some of them into digital formats and easing the restrictions of geography for others. The limitations of place and space are no longer as relevant today.

Market Segmentation 15

Market Segmentation Marketing How To Price 15

Harvard Business Review

APRIL 26, 2012

These categories of products don't rely on focus groups because only visionaries can truly imagine their usefulness — they create entirely new habits and disrupt markets. 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.

Market Segmentation 13

Market Segmentation B2B Productivity Products 13

Harvard Business Review

MAY 28, 2015

According to our report The Power of the Purse: Engaging Women Decision Makers for Healthy Outcomes , which was based on a multi-market survey of 9,218 respondents in the U.S., The good news: By engaging this market segment and rebuilding trust, health care companies can have a first-mover advantage.

Health Care 8

Health Care Industry First-mover Advantage Market Segmentation 8

Harvard Business Review

APRIL 9, 2018

While GDPR is certain to improve choice, control, and transparency for EU consumers, these new powers come with new responsibilities and new costs for users, not least of which are ballooning budgets for government data management and enforcement bureaucracies worldwide. And governments are hardly the experts on data security.

Advertising 11

Advertising Cost Business Model Information 11

Harvard Business Review

NOVEMBER 20, 2015

Like it or not, the reality (in supply chains, as elsewhere) is that power is asymmetrical – large customers typically have more clout than you do, and they know it. Global supply chains can cut across many “cultures”: national, industry, technology, market segment, and more.

Supply Chain 8

Supply Chain Collins Golden Handcuff Pharmaceuticals 8

Harvard Business Review

OCTOBER 9, 2012

These sales force effectiveness drivers are the spokes of a wheel that powers the sales force. Manage performance by engaging a team of first line sales managers who can effectively direct sales activity and keep the sales force on course. Create and sustain a sales culture of accountability, achievement and ethics.

Kaizen 8

Kaizen Incentives Market Segmentation Efficiency 8

Harvard Business Review

NOVEMBER 10, 2015

In particular, Christensen’s research offers a powerful lens for understanding why incumbents so often lose to upstarts attacking from the low end of the market. The framework belongs in the intellectual toolbox of any leader who wants to understand, and harness, the power of innovation.

Disruptive Innovation 8

Disruptive Innovation Innovation Christensen Henderson 8

Harvard Business Review

JUNE 14, 2013

Women, already social media power users, are increasingly exercising that influence via their phones. And these messages use strong market segmentation. How do women in that market get information? In Haiti, Frontline SMS powers KOFAVIV , which connects women who''ve been raped to medical and legal services via SMS.

Strategy 8

Strategy Marketing Market Segmentation Learning-by-Doing 8

Harvard Business Review

OCTOBER 19, 2012

Enamored by these numbers — and encouraged by a new wave of reforms to retail, airlines, broadcast, and power sectors — executives who previously ignored India are making a dash for it. To summarize: Success in India comes through market segmentation. Forget what you learned in China.

Marketing 15

Marketing Market Segmentation Retail Travel 15

Harvard Business Review

SEPTEMBER 7, 2018

The broadband market was experiencing a classic “prisoner’s dilemma,” where neither cable nor DSL providers felt a competitive threat from the other requiring substantial new investment, trusting in relative peace within their own market segment. A shift in competition and investor mindsets.

Succession 8

Succession Construction Short-term Long-term 8

Harvard Business Review

JUNE 24, 2015

It’s not that we lack powerful ways to approach strategy; it’s that we lack a robust way to select the right ones for the right circumstances. This approach works when the visionary firm can single-handedly build a new, attractive market reality.

Strategy 8

Strategy Competitive Advantage Environment Execution 8

Harvard Business Review

JUNE 27, 2014

However, a lack of formal retail distribution infrastructure and marketing support services, among other factors, means that conventional solutions for market analysis will not work effectively.

Marketing 9

Marketing Mass Marketing Retail Market Segmentation 9

Harvard Business Review

NOVEMBER 16, 2012

Unlike traditional marketing segments, the connected generation audience can't be broken down by age, demographics, interest, or hobby. Creating a strong mission: The best marketing campaigns call on something visceral in people; they respond to what we desire.

Marketing 8

Marketing Simon PR Market Segmentation 8