Harvard Business Review

OCTOBER 17, 2013

If you want to really understand a firm’s strategy—whether it’s a start up or Fortune 500 firm–you need only two documents: the compensation plan and the pricing plan. When I am meeting a company for the first time and I ask for the pricing and compensation plan upfront, I often get blank stares. Let me offer a few examples.

Planning 9

Planning Incentives Document Price 9

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). Or unicorns like Uber that, if cap tables mean anything, someday will.

IPO 8

IPO Succession Technology Software 8

Harvard Business Review

MAY 11, 2016

One of the oldest business models in the world is using new technology to trample traditional businesses, drive innovation, and create new and immense sources of value. They operate platforms that make it easy and efficient for participants to connect and exchange value. And it’s not just these humongous companies.

Participative 8

Participative Business Model IPO B2B 8

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. Create a technology engine that powers the front lines. Caesars has taken that point of view to heart. The result?

Marketing 12

Marketing Guidelines B2C Analysis 12

Harvard Business Review

OCTOBER 5, 2015

These changes are driven by seismic shifts in consumer behavior and an explosion of both consumer- and B2B-facing technologies. When and how do we shift our businesses from legacy operating models to ones that better reflect the future? How do we maximize our creativity as an industry while integrating data-driven approaches?

Media 8

Media Advertising Audience Technology 8

Harvard Business Review

FEBRUARY 12, 2015

For a long time, there has been a clear split between business software (often called Enterprise or B2B ), and consumer software (B2C, or simply “products”). Students are increasingly empowered to choose alternative educational models, alternative places to learn, and alternative technology solutions to support their education.

Software 8

Software Supply Chain B2C Education 8

Harvard Business Review

MAY 30, 2016

Many firms operating brick and mortar stores are in trouble. Creative retailers are using the new technologies to innovate just about everything stores do from managing inventory, to marketing, to getting paid. Of course, the shuttered stores, depressed execs, and tanking stocks suggest otherwise. What’s the real story?

Retail 8

Retail Real Estate B2B CFO 8

Harvard Business Review

SEPTEMBER 4, 2017

Buoyed by low-margin structures and new technological architectures that could support lower costs, the competitors that entered your industry were able to take more and more market share — eventually convincing even your best customers to embrace their products and services. And the losses that must be absorbed are staggering.

Christensen 8

Christensen Finance Innovation B2B 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. Take, for example, the impact of online technology. Buyers now have easy-click access to information about products, prices, and other buyers’ opinions and usage experiences.

Education 8

Education Levitt Retail Training 8

Harvard Business Review

DECEMBER 13, 2017

Pricing and revenue modeling. PMs have to have a deep understanding of how the organization operates and must build social capital to influence the success of their product – from obtaining budget and staffing to securing a top engineer to work on their product. Feature prioritization and roadmap planning.

Products 8

Products Productivity Core Competence Management 8

Harvard Business Review

SEPTEMBER 19, 2016

As the currency was crashing, he found himself facing a painful dilemma: either raise prices to recoup the losses and hit his annual target — set in U.S. But with the currency changing every day, how much of a price increase should he consider? Normally, MNCs raise prices in the emerging market, (e.g., Federal Reserve.

Price 8

Price Globalization Depreciation Marketing 8

Miles Anthony Smith

NOVEMBER 7, 2019

TopRank Marketing TopRank Marketing has been doing innovative and impactful work with interactive content and B2B influencers for huge brands like SAP, Dell, LinkedIn, 3M, and Oracle for over 18 years. A deep understanding of ABM in B2B is its super-power. If you want your B2B content to be great, invite your community to participate.

Marketing 105

Marketing Content Audience Brand 105

Harvard Business Review

APRIL 20, 2017

In doing research on multinational operations in the Middle East and Africa, we’ve learned that companies are well aware of how President Trump’s foreign and trade policies could affect their businesses there. more competitive prices, more localized products) and improve their risk management and operational efficiency.

Depreciation 9

Depreciation Contingency Plans Policies Marketing 9