Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Marketing 9

Marketing Guidelines B2C Analysis 9

Harvard Business Review

AUGUST 9, 2013

Yet, the trend is not free from potential downsides as the case of a large multinational telecommunications company illustrates. After four years, systems had been tinkered with so much that new product launches became not only prohibitively expensive but also needed a very long time to market. The Building Blocks of Successful IT.

Technology 8

Technology CIO Agility Software 8

Harvard Business Review

DECEMBER 9, 2013

It is the skillful combination of emotion and logic, people and process, free-thinking and organization. While the study results provided detailed insights about sales organization trends , it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges.

Metrics 9

Metrics Telecommunications Telemarketing Software 9

Harvard Business Review

SEPTEMBER 12, 2012

One of the key tipping points in a market occurs when a company, in Christensen's language, overshoots a given market tier by providing them performance that they can't use. Are customer preferences and habits changing due to enabling technologies and/or changing social norms?

System 15

System Christensen Disruptive Innovation Telecommunications 15

Harvard Business Review

JANUARY 17, 2012

As new technologies in social media, transportation, and telecommunications bring us closer together, it's more critical than ever for organizations to recruit, develop, and retain multicultural leaders who can skillfully navigate both the opportunities and challenges of a more connected world. Is your organization prepared?

Competitive Advantage 15

Competitive Advantage Leadership Telecommunications Talent Management 15

Harvard Business Review

FEBRUARY 10, 2015

Yet, unlike money, the market for personal data is relatively embryonic. technology companies as much as $35 billion in potential business. At the same time, several technology platforms that do not collect or share personal data have emerged since mid-2013. As a response, independent sources of oversight are springing up.

Telecommunications 8

Telecommunications Cost-Benefit Analysis Reputation Survey 8

Harvard Business Review

MARCH 2, 2015

The Federal Trade Commission and National Telecommunications and Information Administration have also expressed concerns about consumer privacy, as have PwC and the Wall Street Journal. Chief among these, in my mind, is the threat to free market competition. The search market is a perfect example of data as an unfair barrier-to-entry.

Telecommunications 8

Telecommunications Engineering McKinsey Library 8

Harvard Business Review

NOVEMBER 22, 2016

In the past, marketers have struggled to deliver the higher response rates they need from existing customers — a smaller group than potential new customers. Digital channels now allow companies to fine-tune marketing messages based on observed behavior. For example, Bain & Company’s recent analysis of the U.S.

Insurance 8

Insurance P&L Telecommunications CRM 8

Harvard Business Review

FEBRUARY 4, 2011

and Germany the richest and most technologically advanced nations in the world? and Germany, for instance, have well over 300 Nobel Prize winners in science and technology whereas India and China have a combined total of less than 10. Emerging market competitors provide the strongest impetus for reverse innovation.

Innovation 15

Innovation Telecommunications Globalization GDP 15

Harvard Business Review

JANUARY 16, 2013

A lot of companies congratulate themselves on having a "social media presence" — by which they mean a Twitter following and Facebook likes and a marketing plan that uses social networks. But some 70% of the extra profit to be made through social technologies has nothing to do with marketing. Integration.

Media 8

Media McKinsey Supply Chain Telecommunications 8

Harvard Business Review

MARCH 11, 2013

These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics, to name a few. As a result, customers frequently won't make a purchase even after an exhaustive evaluation.

Telecommunications 15

Telecommunications Price CRM Long-term 15

Harvard Business Review

NOVEMBER 9, 2011

What role does he or she play in the organization? Only two of the 37 organizations we studied had appointed more than two COOs in their history; in 27, the current COOs had only one predecessor; and in the remaining eight corporations, the incumbents were the companies' first COOs. Does your company have a COO today?

COO 12

COO Sample Telecommunications Automotive 12

Harvard Business Review

JULY 28, 2016

Technology has emerged as a competitive weapon in driving operational excellence and superior service quality. For example, from telecommunication companies to fintech entrepreneurs, African banking fees and commissions are under tremendous presure. Most still put marketing managers in nice cars to look for clients.

Banking 8

Banking Industry Disintermediation Offshoring 8

Harvard Business Review

JANUARY 26, 2017

Companies fail to get the most out of the $12 billion a year they spend on sales enablement tools and the billions more on CRM technology. And hiring the right candidates also becomes a problem, especially as new buying processes, driven by online technologies, reshape selling tasks.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

NOVEMBER 1, 2012

Then I read Clay Christensen and Joe Bower's 1995 article "Disruptive Technologies: Catching the Wave" in HBR. This process leaves companies vulnerable to competitors who develop new forms of technology that initially fail to serve the "best" customers well, but quickly improve.

Disruptive Innovation 8

Disruptive Innovation Christensen Telecommunications Incubator 8

Harvard Business Review

NOVEMBER 23, 2010

When I founded the nonprofit African Institution of Technology , I initially focused on helping African entrepreneurs or artisans, especially those with only primary education, develop new skills and market opportunities. Ndubuisi Ekekwe is a founder of the non-profit African Institution of Technology. Eventually, most collapse.

Books 13

Books Guidelines Banking Telecommunications 13

Marshall Goldsmith

OCTOBER 14, 2013

Over the past several years a major shift in customer behavior has reshaped the nature of many markets and is leading to profound changes in how companies attempt to serve those markets. Many technologies, such as computers, copiers, fax machines, and other office equipment are rapidly converging.

Telecommunications 111

Telecommunications Franchising Consultative Diversity 111

Harvard Business Review

AUGUST 22, 2012

You have never met him before nor have you been able to generate any interest from his organization. When you're in this situation, avoid the six common mistakes most salespeople make: They use truisms : They believe their company's own marketing pitch, which makes claims that are not considered entirely true by the listener.

CIO 15

CIO Chief Information Officer Outsourcing Telecommunications 15

Harvard Business Review

OCTOBER 28, 2013

But as the tech wave has continued to sweep the globe, the environment for all organizations, including non-tech ones, has shifted from stability and predictability to rapid, unpredictable change. The only sure thing, especially when it comes to technology, is continuous discontinuity. And a lot is happening in Silicon Valley.

Innovation 8

Innovation Telecommunications Technology Entrepreneur 8

Harvard Business Review

APRIL 18, 2011

The sad but simple truth was that Cisco — arguably the world's premier internet network technology company — didn't deliver a Wi-Fi-enabled device. The company knew digital devices were all becoming telecommunications tools. Technology couldn't have been the issue. Smartphones were becoming smarter. This was obvious.

Wireless 12

Wireless Management Telecommunications Innovation 12

Harvard Business Review

OCTOBER 10, 2014

Organizations must also periodically go through such wrenching times of transition, and it is during such liminal times that leaders have their greatest impact. They must manage to both craft the new world with smart strategy, often in the wake of disruption, and cause the organization to embrace the required change. Lawrence A.

Leadership 8

Leadership Telecommunications Education Consensus 8

Harvard Business Review

MARCH 12, 2012

For example, GE developed an ultra-low-cost ultrasound for rural China which is now marketed in over 100 countries. Logitech developed an affordable mouse for the China market which sells for (the Chinese equivalent of) $19.99 and which they now sell in Europe and the U.S. You need to innovate for India, not simply export to India.

Glocalization 11

Glocalization Mass Marketing P&L Globalization 11

Harvard Business Review

FEBRUARY 2, 2015

This is the kind of technology—and the type of firm—that will make renewable energy more efficient and more cost-effective. Indeed, in a world where globalization and rapid technological changes are the norm, manufacturing, high-tech development, and innovation clearly require a different level of support. They employ 12.3

Industry 8

Industry McKinsey Engineering Innovation 8

Harvard Business Review

JANUARY 7, 2013

You even people talking about UX as the way in which a consumer connects to a business — all the touch-points from marketing to product development to distribution channels. How can large organizations deploy this capability on an enterprise scale? The value of UX as a corporate asset is no longer in question. Just look at the.

Strategy 8

Strategy Six Sigma Engineering Bottom-up 8

Harvard Business Review

DECEMBER 26, 2014

The phenomenon of fast-track CEO succession appears to be most prominent in the retail, technology, media, and telecommunications sectors—all of which are particularly affected by disruptive business models and new competitors. Through this effort, we have observed certain characteristics of this emerging trend.

CEO 10

CEO Contingency Plans Telecommunications Planning 10

Harvard Business Review

APRIL 2, 2014

And in business life, CEOs incentivize and promote those senior executives who can get new ideas to market more quickly than competitors. It started life as an ironworks company, pursued vertical integration by entering coal, eventually moved into pressed steel wheels before diversifying into front wheel drive technology and beyond.

Competitive Advantage 8

Competitive Advantage Airlines Telecommunications Long-term 8

Harvard Business Review

MARCH 11, 2013

These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics, to name a few. As a result, customers frequently won't make a purchase even after an exhaustive evaluation.

Telecommunications 8

Telecommunications Price CRM Long-term 8

Harvard Business Review

MARCH 12, 2012

In this stressful market, with no guarantees of pensions or government safety nets taking care of us in our later years, and so with a need for all of us to keep productively working as long as possible, there are a few basic things I might suggest to help you cope. But workplace age discrimination is very, very hard to prove.

COO 13

COO Chief Financial Officer Telecommunications Technology 13

Harvard Business Review

MARCH 16, 2015

We interviewed 24 CEOs and asked them to name the biggest challenges facing their organizations. Given that CEOs set the tone and priorities for their organizations, it is important to understand what they interpret as the major challenges and opportunities. CEOs have a lot to worry about, but what are their greatest concerns?

CEO 8

CEO Stephenson Pharmaceuticals Globalization 8

Harvard Business Review

JULY 5, 2011

It is rare to find an American company that is not developing a market strategy to benefit from the rapid growth of emerging markets such as Brazil, India, and China. As the recent deadlock in the latest Doha Round talks in the World Trade Organization (WTO) illustrates, it's not clear that U.S. It is time for U.S. Instead, U.S.

Strategy 9

Strategy Globalization Politics Telecommunications 9

Harvard Business Review

NOVEMBER 30, 2010

As Tom Davenport, Larry Prusak, and I talk to people about our current research, we hear broad support for its central thesis: that good judgment is not only something required of individuals in leadership positions; it is something that must be embedded in organizations as a whole.

Guidelines 14

Guidelines Education Telecommunications Emotional Intelligence 14

Harvard Business Review

NOVEMBER 1, 2011

Through satellite technologies, communications monitoring, and active tracking devices, he proceeds to do just that. Our love of smart phones, mobile devices, and apps puts high-value data about us into the hands of legions of consumer marketers, and they're making the most of the opportunity. Not some security official in the U.S.

Telecommunications 9

Telecommunications Wireless Follow-up Information 9

Harvard Business Review

APRIL 2, 2011

We focused on the generations in eight countries, including the four BRIC nations (Brazil, Russia, India, and China), some of the most important markets for talent over the next decade, as well as one country from the Middle East. We also examined two European countries, the U.K.

Education 14

Education Compliance White Paper Politics 14

Harvard Business Review

DECEMBER 23, 2016

If you want to see how mobile technology can disrupt the very basics of business models and habits established over hundreds if not thousands of years, look at what’s happening in India. A telecommunications revolution, towards fourth generation (4G) mobile services, will transform the consumer landscape over the next 5-10 years.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8

Harvard Business Review

MARCH 26, 2015

Chief Marketing Officers (CMOs) and Chief Risk Officers (CROs) may seem to have little in common. That has coincided with marketing’s increased influence on strategy, driven by the unprecedented level of insights into customer behavior and trends that are now possible through analytics. Take a customer–life cycle approach.

Credit Scoring 8

Credit Scoring Risk Management Finance Marketing 8

Harvard Business Review

AUGUST 1, 2013

This infrastructure sits on top of a publicly available substructure of assets and resources — telecommunications and the Internet, for example. Infrastructure largely determines the IT organization''s structure, its budgeting, how the corporation goes to market, its legacy, and its capacity to change.

CIO 8

CIO Technology Telecommunications Information Technology 8

Harvard Business Review

DECEMBER 16, 2010

They'll increasingly be a source of, and resource for, innovation differentiation in 2011, if not for your organization, then for the firm you most dread competing against. Devices of all kinds have gone from advertising, branding, and marketing media to promotional platforms. Contestification.

Innovation 15

Innovation Supply Chain Business Simulation Advertising 15