Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

B2B 10

B2B Power Market Segmentation Customer Intimacy 10

Harvard Business Review

JUNE 17, 2015

How well do you know your customers? This seems to be a key question on the minds of not just marketers, but company strategists these days. This intensive customer focus has increased as technology-enabled transparency and online social media accelerate an inexorable flow of market power downstream from suppliers to customers.

Productivity 8

Productivity Products Customer Intimacy Software 8

Harvard Business Review

MAY 29, 2013

It''s a critical moment of truth for the in-store and brand marketer that, today, is complicated — even compromised — by the hyperconnected consumer. This hyperconnected consumer is a game-changer for marketers. But here are some examples of how brands are meeting the challenge: Develop customer intimacy.

Customer Intimacy 8

Customer Intimacy Retail Brand Tactics 8

Harvard Business Review

DECEMBER 9, 2013

Using IT services to generate cash and develop customer intimacy, it is entirely possible to build products. The Indian market is a slow adopter of new technologies. As such, you cannot expect to be able to get to a product-market fit in three months.

Incubator 9

Incubator Stage-Gate Venture Capitalist How To 9

Harvard Business Review

JUNE 24, 2013

If lucky, a start-up grows and develops a success formula. and in its home market in the U.K. having sacrificed customer intimacy for increased operational excellence gains through widespread cost cutting, are well documented. Start-ups tend to be anti-fragile; large, successful organizations tend to be fragile.

Organization 8

Organization Supply Chain Customer Intimacy Stress 8

Harvard Business Review

FEBRUARY 2, 2018

We don’t expect Amazon or Microsoft or IBM to design, make, and market agricultural tractors, aircraft engines, or MR scanners. The question really is: Can digital natives develop software-enabled solutions that siphon off significant value from industrial hardware? Customer intimacy. The answer is “yes.”

Industry 9

Industry Software Six Sigma Engineering 9

Harvard Business Review

NOVEMBER 13, 2015

Recently, however, leading physical stores have discovered that they can also harness the power of powerful digital marketing tools and integrate them directly into the in-store experience. One of the most exciting areas of development is the marrying of mobile apps, location sensing technologies (e.g., The New Tools of Marketing.

Retail 8

Retail Customer Intimacy Loyalty Real Estate 8

Harvard Business Review

JULY 3, 2015

It starts by understanding customers’ affinity with the brands. Through our research on network-centric businesses and our experience advising hundreds of companies we have developed a framework for understanding customer affinity. Over its lifetime, the app store has generated more than $25 billion for developers.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

APRIL 18, 2013

Going to market effectively these days, no matter what business you''re in, means relating to customers as individuals — even if there are millions of them. retailer Tesco built detailed profiles of customers and then used these insights and a flexible supply chain to customize their products and offers.

Customer Intimacy 10

Customer Intimacy Supply Chain Market Segmentation Human Resources 10