Strategy Driven

FEBRUARY 21, 2020

Streamlined Operations Will Save You Money. These streamline operations will allow you to not only better serve your customers, but will save you money as well. In most cases, however, it will pay for itself in the long run, so the initial purchase shouldn’t be seen as something scary.

Budgeting 66

Budgeting B2C B2B Price 66

Harvard Business Review

MAY 10, 2018

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

B2B 8

B2B Chemicals Venture Funding Engineering 8

Strategy Driven

APRIL 10, 2019

They have dedicated expertise and have invested considerable time and effort in developing a range of products that meet customer needs. Experienced manufacturers spend a lot of money on research and development, an investment that is beyond the reach of smaller retailers and companies. Reduced Unit Costs. Unit cost is very important.

Products 50

Products Productivity Brand B2C 50

Strategy Driven

JUNE 5, 2014

The waterfall methodology was a classic approach used for software development. Take note that 72% of B2B marketers have no or very little processes for lead funnel optimization, according to the 2012 Marketing Sherpa B2B Benchmark Study. A marketing waterfall “lead” is a faceless customer. About the Author.

Marketing 50

Marketing B2B Due Diligence Benchmarking 50

Harvard Business Review

AUGUST 3, 2016

A new set of relationships is being formed within companies around how people working in data, analytics, IT, and operations teams work together. Data and analytics represent a blurring of the traditional lines of demarcation between the scope of IT and the responsibilities of operating divisions. Data and analytics embedded in IT.

Operations 8

Operations Agility Chemicals Supply Chain 8

Miles Anthony Smith

NOVEMBER 7, 2019

” The bottom line is that most people don’t want to be “sold” by an ad anymore; they want to develop a relationship where a business earns their purchase by offering invaluable content. A deep understanding of ABM in B2B is its super-power.

Marketing 105

Marketing Content Audience Brand 105

N2Growth Blog

OCTOBER 25, 2010

… Executive Development Opportunities. Kmax Blog Links Evan Carmichael – www.evancarmichael.com B2B Yellow Pages Directory B2BYellowpages.com is a leading Internet directory of resources useful to small businesses.

Directory 170

Directory Blog Brand Magazine 170

Harvard Business Review

AUGUST 10, 2018

Those analyses rely on publicly available data sources, but software providers have accumulated growing amounts of private data on almost every aspect of their customers’ technology, operations, people, and strategies. Kensho uses not just raw financial data but data from all sorts of ‘alternative’ sources.).

Benchmarking 8

Benchmarking Software B2B GAAP 8

Harvard Business Review

DECEMBER 14, 2018

As a result, many B2B companies remain stuck in a stalemate. Here are three strategies for developing digital distribution approaches that minimize risk: Embrace Stealth. Alternatively, the company can operate in stealth mode by targeting customer segments that have been poorly served or ignored by traditional distributors.

Strategy 11

Strategy B2B Insurance Business Model 11

Harvard Business Review

MAY 18, 2018

Changing consumer needs, combined with shifting workforce expectations, are altering the competitive landscape and dictating transformation of existing company operating models for consumer industries. Accenture, in conjunction with the World Economic Forum, has created a vision of the operating model of the future for consumer industries.

Strategy 8

Strategy Content Business Model Retail 8

Harvard Business Review

APRIL 26, 2011

And while these companies were the first to acknowledge the business benefits of delivering a great customer experience, business-to-business (B2B) organizations are increasingly getting in on the game. Often, the best way for B2B companies to satisfy the multitude of business customers is to focus on the needs of their customers' customers.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

APRIL 29, 2016

” will be difficult for many companies to achieve — not for lack of technological expertise but because they’ll fail to recognize the value of design in connected product development. applications pushed technology to address B2B market requirements. This evolution to “Internet of Things (IoT) 2.0”

Technology 8

Technology B2B B2C Mass Marketing 8

Harvard Business Review

FEBRUARY 5, 2018

Practically every organization today has a set of core values that ideally function as the “operating instructions” of the company. Several words always come up in practically every discussion, no matter if the company is a large enterprise or a small business, B2B or a B2C, product or service, new or established.

B2C 15

B2C Ethics Teamwork B2B 15

Harvard Business Review

APRIL 27, 2015

“They advised us to retain that as a strong part of who we are,” said Paul Choquette, a fifth-generation Gilbane who runs the Mid-Atlantic operation. billion, operated in an average of 15 countries, and had an average of 12,000 employees. “There’s a feel to a family business that clients in our space like.

B2B 8

B2B Press Release Construction Brand 8

Harvard Business Review

APRIL 18, 2011

The role exists in B2B and B2C firms as diverse as Allstate, Dunkin' Brands, USAA, Philips Electronics, FedEx, the Cleveland Clinic, and SAP. About one quarter of these CCOs formerly held operations positions. Who are these new customer experience executives — and why do companies appoint them?

B2C 15

B2C B2B Forrester Budgeting 15

Harvard Business Review

DECEMBER 15, 2017

Other than the well-documented differences in language and development, demographic differences are also significant. Policies relating to infrastructure development, land and labor, healthcare, and transport fall under the purview of the states—as do most licensing and permitting. Step 2: Measure operating environment.

Strategy 8

Strategy Operations Policies Environment 8

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. Our analysis of 73 B2B technology companies shows that across sectors, the top 25% of companies achieve more than twice as much return on sales investment compared to the bottom 25%.

Marketing 12

Marketing ROI B2B Team 12

Harvard Business Review

JULY 31, 2012

Sophisticated sales organizations now have the ability to combine, sift, and sort vast troves of data to develop highly efficient strategies for selling into micromarkets. In fact, we've found that micromarket strategy is perhaps the most potent new application of big-data analytics in B2B sales. Yet the payoff is huge.

B2B 15

B2B Chemicals Analysis B2C 15

Harvard Business Review

NOVEMBER 27, 2018

Other enterprises and their functions are looking to leverage technology to optimize and augment existing operations. But disruption also breeds cultural tensions — as the digital ambitions of the enterprise conflict with longtime operating objectives and create competing priorities that employees don’t know how to balance.

Supply Chain 8

Supply Chain Content CIO Business Model 8

Harvard Business Review

JULY 30, 2013

You dive deep into a customer development process, working closely with a few customers who feed you requirements and are willing to trial an imperfect product that is evolving quickly. To that point, a well-run telesales operation will be super metrics-driven. In every start-up, finding initial product-market fit is a magical moment.

Marketing 8

Marketing Products Productivity Learning Curve 8

Harvard Business Review

MAY 24, 2017

Finding, developing, and retaining this talent is hard — so much so that the business press refers to a “war” for talent. For financial capital, the business world has developed concepts such as the opportunity cost of capital, which is reflected in a company’s weighted average cost of capital.

Human Capital 15

Human Capital Management Company ROCE 15

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

MAY 11, 2016

They operate platforms that make it easy and efficient for participants to connect and exchange value. Three of the five most highly valued companies in the world — Apple, Google, and Microsoft — make much of their profits from connecting different groups, like developers and users in the case of Apple.

Business Model 8

Business Model Participative IPO B2B 8

Harvard Business Review

JUNE 10, 2016

Angel investors (including friends and family members) help about half of these companies with their initial development. The challenge becomes how to sell your product and create a sustainable revenue stream, so that you can further develop your product offerings, build your infrastructure, repay your investors, and pay yourself.

Marketing 8

Marketing Software B2B Technology 8

Harvard Business Review

APRIL 18, 2011

The executives' role is to define the attributes of the customer experience in partnership with their operational colleagues, organize the customer-satisfaction-measurement process against those attributes, and encourage remedial action wherever warranted. Most product development groups continue to design non-interactive products.

B2B 14

B2B Consensus Productivity Products 14

Harvard Business Review

OCTOBER 21, 2013

A food company, for example, outfits vehicles with entire kitchens to demonstrate the most effective and creative ways to use its specialty food ingredients in food service operations. Many products can be complicated to operate or dangerous if used incorrectly, and a van can save a customer from traveling to a training center.

B2B 8

B2B B2C Education Travel 8

Harvard Business Review

JUNE 23, 2015

. “In some offshore wind applications, changing the main bearing on a turbine is so expensive that it undermines the business case for building the turbine in the first place,” said Filippo Zingariello, director of global strategic development at SKF. Turns out, data from all of these little things can make a big difference.

Industry 8

Industry System Business Model B2C 8

Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. Even in sales, network performance now accounts for about 44% of the impact.

Team 11

Team Metrics Compliance Attrition 11

Harvard Business Review

MARCH 28, 2016

Of course, anyone who really knows the history of platforms may recall the many that aspired to make gobs of money but never did and quickly died (think of the many B2B exchanges that never made it to the other side of dot-com bust). Commentators tend to give a lot of credit to Apple and Google for developing great mobile software platforms.

IPO 8

IPO Succession Technology Software 8

Harvard Business Review

AUGUST 5, 2015

Technology-enabled services are the backbone of this industry, and the fastest growing sectors have demand for high-end skills, such as mobile app development and data analytics, as well as middle-level skills, such as video production, copywriting, and financial analysis. That’s significant for a country with a GDP of $270 billion.

Outsourcing 8

Outsourcing Technology B2B GDP 8

Harvard Business Review

NOVEMBER 20, 2018

” The intention was right, but there was no operational impact. If you’re B2B, the train is parked in the station, but it’s leaving soon. I made a couple mistakes along the way. First, I just said, “hey, we’re going to be a ‘delight’ company!” ” Neither of those things worked.

B2C 14

B2C Energy Marketing B2B 14

Harvard Business Review

JULY 19, 2017

In 2015, Boeing launched the Aerospace Data Analytics Lab in partnership with Carnegie Mellon University to develop AI technology for airlines. These are amazing technologies with great promise for any level of executive in any B2C or B2B company. Insight Center. Crossing the Digital Divide.

USP 8

USP Airlines Productivity Products 8

Harvard Business Review

APRIL 26, 2016

Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated salesperson is relatively recent. Sales was traditionally seen as a form of service work, with an emphasis primarily on developing moral character. Each group has its own operating procedures.

Education 8

Education Levitt Retail Training 8

Harvard Business Review

JANUARY 18, 2016

An effective starting point is to break cities into four segments across two distinctions: legacy vs. new cities, and developed vs. emerging economies. Segment 1: Developed Economy, Legacy City. Implications for entrepreneurs: Denizens of developed legacy cities have discretionary income. Segment 4: Developed Economy, New City.

Real Estate 8

Real Estate Entrepreneur Finance Innovation 8

Harvard Business Review

FEBRUARY 22, 2012

The best thing to share will depend heavily on the product - the labels on energy hogs like light bulbs, air conditioners, and cars should tell us the total energy use and cost to operate over a year or the product's lifetime. For milk or snacks, the energy used to get it to shelves makes sense, but again, may not be helpful for consumers.

Supply Chain 15

Supply Chain Retail Apparel B2B 15

Harvard Business Review

OCTOBER 30, 2014

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. That starts with developing a deep understanding of how customers behave and make decisions. Collaborate around the customer decision journey.

Marketing 12

Marketing Guidelines B2C Analysis 12