Harvard Business Review

AUGUST 8, 2017

Classic metrics like market penetration and market share, which many leaders are measured on, are the very things causing us to miss market opportunities and threats. The solution to this, which I’ve written about previously , is to enhance share-of-market metrics with share of growth.

Metrics 9

Metrics Market Penetration Wilde Marketing 9

Harvard Business Review

DECEMBER 21, 2011

With seemingly unbounded opportunity, salespeople work hard to build relationships and create a book of business that drives their future financial success and creates fast market penetration for the company. But the "salesperson owns customer" model is a double edged sword. Three examples show the issues that can arise.

Company 15

Company Market Penetration Long-term Short-term 15

Harvard Business Review

MAY 1, 2014

They have a defined brand and a fairly clear picture of market penetration, differentiators, and existing products and services. You may get a fingertip sense of market penetration by checking out an opponent’s social media channels. Start-ups, especially high-tech ones, typically don’t have the same luxury.

Competitive Intelligence 9

Competitive Intelligence Market Penetration Maturity Information Technology 9

Harvard Business Review

SEPTEMBER 3, 2012

Then you enter hypergrowth, which typically happens somewhere between 10-15% of market penetration. With Facebook for example, assuming an estimated market opportunity of one billion, it took roughly 4 years to reach penetration of 10%. Saturation is reached at 90%+.

Learning Curve 14

Learning Curve Market Penetration Disruptive Innovation Kaplan 14

Harvard Business Review

JULY 12, 2017

This low market penetration has as much to do with customer misperceptions of the likelihood of catastrophic events as it does with the prohibitively high costs and inefficient delivery models in the insurance industry.

Insurance 15

Insurance Industry Market Penetration Policies 15

Harvard Business Review

OCTOBER 24, 2013

To protect their advantage, forward-thinking national chains are combining their brand recognition and market penetration with a local approach. Independent stores have capitalized on all of these changes. It takes organizational, cultural, and operational changes.

Retail 11

Retail Merchandising Market Penetration Brand 11

Harvard Business Review

SEPTEMBER 30, 2013

approach to managing innovation are quicker market penetration of new products, broad brand recognition in new markets, and attention to customer feedback which can be used to improve future generations of products. Another trait of U.S. The advantages of the U.S.

Management 10

Management Market Penetration Innovation Engineering 10

Harvard Business Review

JULY 1, 2013

When I have a good idea, a solution to a problem, or a product/service I know will increase market penetration, I am eager to communicate it to the other person or group. We repeat ourselves, often more loudly and over and over again, when someone hasn''t heard or doesn''t agree.

Resistance 11

Resistance Tips Market Penetration Follow-up 11

Harvard Business Review

FEBRUARY 6, 2014

A “ new model for how winter sports are done” that “feeds an audience hunger for life-treating daredevilry” and drives “ high market penetration and. high dollars.” Yes, that’s a collection of phrases describing the X Games, a series of athletic competitions created by cable giant ESPN.

Disruptive Innovation 8

Disruptive Innovation Market Segmentation Christensen Market Penetration 8

Harvard Business Review

SEPTEMBER 9, 2015

During these meetings, team leaders get real-time input from multiple stakeholders (marketing, product development, supply chain, finance) and then make immediate decisions about how to reduce costs and increase market penetration.

Welch 8

Welch Supply Chain Consensus Engineering 8

Harvard Business Review

JULY 8, 2013

Their market penetration has probably peaked , as younger consumers (among them many of my colleagues at HBR) increasingly opt for cheaper workarounds via their Internet connections. Customers who can''t conceivably be retained, like me, are just collateral damage in the effort to scare potential cable defectors into staying put.

Market Penetration 10

Market Penetration Industry Telecommunications Strategy 10

Harvard Business Review

JANUARY 29, 2018

For the former, we examined the presence and market penetration of disruptor companies; we also considered incumbents’ financial performance. For the latter, we measured incumbents’ operational efficiency, commitment to innovation, and defenses against attack.

Industry 9

Industry Fixed Assets Retail Market Penetration 9

Harvard Business Review

MARCH 31, 2016

For years Apple’s market penetration hung in the single digits. He charged developers for toolkits – inhibiting the very software producers he should have wanted on Apple’s platform. The result was that Apple struggled to create a robust platform connecting Apple customers and software producers.

Participative 8

Participative Software Market Penetration Marketing 8