Harvard Business

APRIL 19, 2016

At its most basic, productivity is the amount of value produced divided by the amount of cost (or time) required to do so. It’s tempting to conclude that, if individuals are able to perform their work much better and faster, overall productivity must be soaring. sales-related, product-related, program-related, etc.).

Productivity 70

Productivity Enterprise Data Company 70

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

Sales 70

Sales Data Enterprise Operations 70

Harvard Business

DECEMBER 17, 2018

Companies are beginning to utilize their employees’ behavioral data — generally known as people analytics — to better understand and improve their sales operations , with strong results. Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value.

Sales 71

Sales Data Enterprise Analysis 71

Tom Spencer

NOVEMBER 14, 2011

Economies of scope exist where a firm can produce two products at a lower per unit cost than would be possible if it produced only the one. In contrast, economies of scope is a lesser known concept particularly relevant to small and medium sized enterprises (SMEs) that may not have access to large markets or the ability to produce at scale.

Cash Flow 117

Cash Flow Consulting Productivity Telecommunications 117

Harvard Business

NOVEMBER 7, 2017

The lack of narrative is particularly a problem in the relationship between sales and marketing. This behavior is a result of the underlying mental models of sales and marketing. Salespeople see the world as prospects and products, offers and opportunities. To a marketer, sales is a channel for reaching their audience.

Strategy& 133

Strategy& Strategy Strategy Metrics 133

Harvard Business

JANUARY 17, 2018

Want to know yogurt sales next week? Let’s use data on past yogurt sales. Your training data is more valuable if enhanced prediction accuracy can increase yogurt sales by $100 million rather than only $10 million. Unlike startups, large enterprises generate operational data every day. Insight Center.

Data 133

Data Operations Training Training 133

Harvard Business

MARCH 22, 2017

Marketers need to master data analytics, customer experience, and product design. Brocade, a data and network solutions provider, created a “customer first” program by identifying their top 200 customers, who account for 80% of their sales. But marketing, like other corporate functions, has become more complex and rigorous.

Marketing 134

Marketing Agile Fashion Sales 134

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. Often, they must play all eight roles to some degree.

Turnaround 129

Turnaround Talent Groups Meeting 129

Harvard Business

JUNE 13, 2017

Too many sales teams (and other departments) enter data by hand but create fresh entries instead of searching their systems and updating existing accounts, which muddies their data sets. The following strategies can help you improve your business intelligence through better data management: Clean house on marketing and sales contacts.

Sales 71

Sales Data Efficiency Retail 71

Harvard Business

FEBRUARY 16, 2017

Cleaning up data downstream is expensive and not scalable, because data is a byproduct of business processes and operations like marketing, sales, plant operations, and so on. The chief data and analytics officer (CDAO) of a consumer product company is struggling to manage end-user consent data. Enter the chief data officer, or CDO.

Data 101

Data Company Operations Enterprise 101

Harvard Business

SEPTEMBER 7, 2016

Our flagship products are wood-burning stoves that generate electricity from fire while reducing toxic smoke emissions by 90%. Customers have myriad channels to discover new products and shop at outdoor gear retailers to explore, evaluate, and choose what they need. Handi shop customers had never seen a product like ours.

Sales 70

Sales Marketing Development Retail 70

Harvard Business

JUNE 16, 2016

The companies with the greatest value from IoT to date are the best at dealing with how products are performing for customers. Of course, every company eventually gets the truth about how its products and services are performing for customers. What’s more, that percentage generally goes down the lower the price of a product.

Productivity 70

Productivity Wireless Data Survey 70

Markovitz Consulting

AUGUST 19, 2020

All too often, companies that strive for first mover advantage bleed their products—or their entire organization—to death. Peter Golder and Gerard Tellis’s seminal study of 500 brands in 50 product categories reveals that almost half of market pioneers fail. Good luck finding any of those products today.

Guidelines 140

Guidelines Operations Talent Sports 140

Harvard Business

JULY 19, 2017

Artificial intelligence (AI) is already in use throughout the web and increasingly within the enterprise, handling everything from initial call screening for sales prospects to scheduling. How to Become a Digital Enterprise. Workers will always look for tools, processes, and approaches to improve efficiency and productivity.

Trends 101

Trends Enterprise Intellectual Property Agile 101

Harvard Business

OCTOBER 28, 2016

But in the enterprise world, data has traditionally been siloed, unwieldy, and manually entered into database systems such as customer relationship management software, or CRM. I run an enterprise technology company, and we’ve seen just how consistently data can be used to help improve sales. Sponsored by KPMG.

Enterprise 70

Enterprise Sales Data Software 70

Harvard Business

MAY 23, 2016

In fact, IoT is at the peak of Gartner’s 2015 hype cycle, which suggests the next phase will be disillusionment, and it will be years before we see real productivity gains. We believe data-driven manufacturing is indeed the next wave that will drive efficient and responsive production systems.

Data 123

Data Engineering System Efficiency 123

Harvard Business

FEBRUARY 8, 2018

Client-server technology begat enterprise resource planning systems, and the consequent system-wide visibility that was required for what we call business process management (BPM). BPM reflected the interactions of different stakeholders, from product creation through supply chain to final assembly. How organizations are changing.

Change Management 133

Change Management Management Software Productivity 133

Harvard Business

FEBRUARY 16, 2018

In one global consumer products company that I work with, my firm’s organizational assessment revealed an unusually intense degree of aggravation over how much time was consumed by meetings, leaving “only evenings to do our day jobs,” according to one interviewee. And 71% of senior managers view them as unproductive.

Meeting 134

Meeting How To Government Finance 134

Harvard Business

AUGUST 7, 2018

I was buried in the enterprise.” It was a national distributor of milk and other dairy products and in it, farmers occupied two roles. Once it adopted the six-step method, these outcomes were identified as “reducing employee turnover and increasing productivity and innovation.” It was seat-of-the-pants stuff.

Case Interview 133

Case Interview Groups Small Business Examples 133

Tom Spencer

MAY 24, 2024

Economic uncertainties, recessions, and unforeseen disruptions can shake the foundations of even the most robust enterprises. For example, a manufacturing company might explore new markets or develop complementary products to ensure a more stable income.

Strategy& 88

Strategy& Strategy Strategy Cash Flow 88

Harvard Business

JUNE 10, 2016

You’ve probably demonstrated your product’s potential with a subset of customers, and now experienced investors are willing to place a bet on you. Often, this is because they’ve been founded by technologists, and sales is not an area of expertise. Or people may believe their invention is good enough to sell itself.

Marketing 70

Marketing Software Sales Exercises 70

Harvard Business

FEBRUARY 28, 2017

They continue to be inspired by his 80/20 principle, the idea that 80% of effects (sales, revenue, etc.) come from 20% of causes (products, employees, etc). Novel workplace analytics, for example, mean more organizations can more readily identify the 20% of employees contributing 80% of value to a product, process, or user experience.

Enterprise 70

Enterprise Data Sales Analysis 70

Harvard Business

SEPTEMBER 18, 2017

But should enterprise leadership teams also pursue cohesion? Most teams (55 teams comprised of 700+ senior executives) also responded to items focused on organization performance —comparing themselves to industry peers — and included dimensions such as Sales and Revenue Growth, New Product Development, and Market Share.

Enterprise 71

Enterprise Culture Agile Leadership 71

Harvard Business

AUGUST 8, 2018

If all went well, AI-powered robots would enable the company to achieve a weekly production of 5,000 Model 3 electric cars to keep up with burgeoning demand. According to CEO Elon Musk, the sophisticated robots actually slowed down production instead of speeding it up.

Engineering 129

Engineering Training Training Analysis 129

Harvard Business

JULY 18, 2017

As a free-standing enterprise operating under its own brand, FirstBuild is decidedly not another attempt to transform a traditional company’s corporate culture. The small full-time FirstBuild staff includes a director, an operations lead, and a commercial lead — roles one would expect to find in any comparably sized enterprise.

Enterprise 71

Enterprise Productivity Engineering Retail 71

Tom Spencer

JUNE 7, 2024

Priorities might include developing new products, expanding into new markets, enhancing the customer experience, increasing operational efficiency, or embracing sustainability. Unique advantages include strengths that distinguish a business, add value to its products, and give it a competitive edge over the competition.

Strategy& 88

Strategy& Strategy Strategy Intellectual Property 88

Harvard Business

FEBRUARY 7, 2017

Most executives today know their enterprises should be aligned. They know their strategies, organizational capabilities, resources, and management systems should all be arranged to support the enterprise’s purpose. Maximizing economies of scale lies at the heart of McDonald’s product-centric business model.

Enterprise 70

Enterprise System Resources Strategy 70

Harvard Business

MARCH 29, 2017

As the market has matured, AI is beginning to move into enterprises that will use it but not develop it on their own. They see intelligent systems as solutions for sales, logistics, manufacturing, and business intelligence challenges. For them, AI is a competitive advantage, but not part of their core product. Of course you do.

Enterprise 70

Enterprise Intellectual Property Data Analysis 70

Harvard Business

MAY 29, 2017

Consumer technology and its potential went largely ignored in the enterprise. ” Nowadays, a company’s digital strategy practically drives the roadmap and goals of many departments, from marketing to sales to HR. Even the word “digital” now means something different. It used to be synonymous with “IT.”

Survey 132

Survey Hotels Company Enterprise 132

Consulting Matters

APRIL 24, 2020

And our topic today is really focusing on those product companies. Why are they buying your product and not someone else’s? We have this foundational population of just rabid fans who love our product. And a lot of people think that they write down the problem statement, and the problem is we need more sales.

Interviews 156

Interviews Company Marketing Operations 156

CaseInterview.com

JULY 20, 2022

A company has a product or service that solves a customer’s problem. Customer buys product or service from company. Whether the product is the iPhone, a delicious ice cream cone, or a million-dollar piece of enterprise software, this makes sense to me. Crypto is not a product. The customer hates their problem.

Cash Flow 111

Cash Flow Productivity Sales Enterprise 111

Harvard Business

NOVEMBER 1, 2017

For example, a multi-product technology firm we advised laid out a strategy to significantly increase business with its large enterprise customers by creating single points of contact and focusing on providing solutions as opposed to delivering products. Let’s look at one company that we helped take this approach.

Strategy& 71

Strategy& Strategy Strategy Enterprise 71

Harvard Business

MAY 30, 2018

You’re probably familiar with the “minimum viable product” of Eric Ries’ Lean Start-Up fame; but here I’m talking about the acronymically identical “minimum viable pilot.” The takeaway: minimum viable pilots work because they don’t prioritize sales or procurement over real-world learning.

Banking 107

Banking Engineering Enterprise System 107

Women in Consulting

OCTOBER 14, 2012

Fundraising Products The Raisers Edge: Fundraising & Donor Management Online Fundraising Accept Donations Online CRM Charity Software Modules Direct Mail Fundraising Custom Reporting Constituent Relationship. Ticket Software The Patron Edge Ticketing Systems Box Office Management Online Ticket Software Ticket Sales Software.

Media 130

Media Nonprofit Marketing Software 130

Management Consulted

OCTOBER 3, 2012

For instance, we examined predatory pricing in the airline industry and illegal product tying by Apple, Microsoft, and AT&T. What I found particularly fascinating was the number of variables that needed to be taken into account while making strategic decisions on governance, production or any other function.

Consulting 204

Consulting Case Interview Interviews Engineering 204

Harvard Business

NOVEMBER 27, 2018

Clearly these leaders believe that digitalization offers exciting new, technology-enabled ways for organizations to engage with stakeholders, deliver a superior experience across the life cycle of their business, manage costs, and improve productivity. Aligned Organizational Culture and Capabilities.

Enterprise 70

Enterprise Agile Sales Operations 70

Harvard Business

AUGUST 29, 2016

In the search for profitable organic growth, more and more companies are making major investments in optimizing the end-to-end customer experience – every aspect of how customers interact with the company’s brand, products, promotions, and service offerings, on and offline.

Retail 132

Retail Apparel Financial ROI 132