Harvard Business Review

DECEMBER 15, 2015

It reorganized its sales force to focus on specific segments within the hospital market, and trained both its sales and service teams (which now visited sites early in the sales cycle) on outcome-based selling. Next, Alphatech set out to redesign its sales processes in order to support its new strategy. It did this in a few ways.

Strategy 8

Strategy Team Discount ROIC 8

Harvard Business Review

MAY 28, 2018

It would implement targets linked to shareholder value, including ROE and ROIC. It’s a core part of the CFO’s work: Last year Oka personally met with 145 investors and his IR team collectively met with more than 500.

Company 9

Company ROIC CFO Restructuring 9

Harvard Business Review

MAY 24, 2017

A veritable alphabet soup (ROA, RONA, ROIC, ROCE, IRR, MVA, APV, and the like) exists to measure our financial capital. Teams of financial planning and analysis professionals measure actual and expected results for financial capital. But today’s great CEOs need to be equally great at managing human capital. Measure it.

Human Capital 15

Human Capital Management Company ROCE 15