Andrew Chen

JUNE 25, 2019

As the number of homes on Airbnb scaled from around 100,000 in 2012 to over 6 million today, I led teams tackling everything from supply growth, to guest booking conversion, to marketplace quality. Tactic #4: Run direct sales. Examples : Tips : Takes very few people to operate, should pay for itself from day 1. Cost : Medium.

Retention 111

Retention User Experience Travel Marketing 111

Harvard Business Review

MAY 20, 2016

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. ”) But there’s a big difference between individual success in sales and success across an entire sales force. .”) Organization.

Sales 14

Sales Sales Compensation Operations 14

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. From 2002 to 2012, the impact of individuals’ task performance on unit profitability companywide decreased, on average, from 78% to 51%. In one account alone, the improvements have driven $3.5

Sales 14

Sales Sales Compensation Compliance 14

UVA Darden

MARCH 20, 2023

The federal takeover has fueled fear among some that the failures are precursors to something akin to the Great Recession, when 450 banks failed between 2008 and 2012. To find out what happened, why and what’s next, UVA Today turned to David C.

Banking 45

Banking Balance Sheet Assets Insurance 45

Harvard Business Review

MARCH 11, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between $50 million and $500 million in annual revenue. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Internal Sale.

Sales 20

Sales Sales Telecommunications Staffing 20

Harvard Business Review

JANUARY 6, 2012

In 2012 the rise in consumer activism and mobility, the Occupy movement, 24-hour accountability (thanks to social media), and global resource depletion will force every enterprise, large and small, to make CSR a focal point. in operating income, while companies with lower levels declined 32.7% (Towers Watson).

Nonprofit 19

Nonprofit Strategic Planning Employee Engagement Revenue 19

Harvard Business Review

JUNE 27, 2012

To this day, Cook continues as one of the best when it comes to operational excellence. It's fascinating to watch where Cook has spent his time at work so far in 2012. Cook's public face is deeply and publicly connected to Apple operations, ranging from supply chain challenges in China to eating with employees in Apple's lunchroom.

Sales 17

Sales Sales Media Operations 17

Harvard Business Review

DECEMBER 20, 2011

Doug Rauch, the former president of Trader Joe's, visited my Service Operations class at MIT last week. They also have high profits, low prices for their industry, excellent operational metrics, and a reputation for great customer service. This post is part of the HBR Forum, The Future of Retail. These people miss two things.

Operations 18

Operations Sales Sales Metrics 18

Harvard Business Review

APRIL 30, 2012

On February 16, 2012, Barclays of U.K. Instant, 24/7, 365 days/year operation — the first such remittance solution without the need for cards of any kind, money moves from account to account instantly using mobile as the channel. Balakrishnan, Chief Operating Officer of NPCI. Works on all mobile phones. (A

Banking 19

Banking B2B Accounts Transportation 19

Harvard Business Review

MARCH 11, 2013

Penney's disastrous 4th quarter 2012 loss of $2.51 per share, which capped off a year with a greater than 30% same-store sales decline, should have come as no surprise. So when he takes on an investment that necessitates improving the core operations of the company in question, whether Borders, Target or J.C. share, and so on.

Sales 16

Sales Sales Assets Operations 16

Harvard Business Review

JUNE 22, 2012

A lot of companies throw money at the problem — more R&D, more marketing, more sales people. Some senior leaders simply lean harder on their operating units, increasing their targets and demanding more growth. If you want your operating units to be good at growing organically, you need to create an environment that encourages it.

Sales 15

Sales Sales Revenue Operations 15

Harvard Business Review

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. Alternatively, the company can operate in stealth mode by targeting customer segments that have been poorly served or ignored by traditional distributors. market for personal computers.

Insurance 14

Insurance B2B Sales Sales 14

Harvard Business Review

OCTOBER 15, 2014

Through a raft of acquisitions and divestments since the early 1990s, it has transformed into a focused world-leading coatings manufacturer with $15 billion in sales. Since 1995, when glass and coatings each accounted for about 40% of sales, the split has evolved to 93% coatings and 7% glass today.

Cash Flow 14

Cash Flow Revenue Sales Sales 14

Harvard Business Review

MARCH 11, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between $50 million and $500 million in annual revenue. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Internal Sale.

Sales 13

Sales Sales Telecommunications Staffing 13

Vantage Circle

MARCH 10, 2021

Since its inception in the year 2012, Xoxoday empowers employees to recognize their peers, managers and direct reports making recognition candid, personal, meaningful and social. EveryoneSocial is a social selling and employee advocacy software for marketing, sales, and HR. Compassion, Proven Recruiting, SSI, Brock Solutions, Credera.

Employee Engagement 52

Employee Engagement Employee Communications Benefits Retention 52

Harvard Business Review

MARCH 22, 2013

They are fiercely focused on operations, because they know that's how money is made or lost. By innovating, operating efficiently, and exploiting market niches, Zhang has confronted well-established manufacturers of the North on their own territory and used his success there as leverage to win in the global game.

Scaling 17

Scaling Operations Marketing Revenue 17

Harvard Business Review

JANUARY 20, 2015

a year between 1964 and 2012 to only 2.1% In retail, for instance, productivity could increase by another one-third in developed economies and double in emerging economies between 2012 and 2025. In the near term, improving operations and procurement is the most promising lever for higher productivity. over the next 50 years.

Government 15

Government Compensation Engineering Hospitality 15

Harvard Business Review

APRIL 2, 2012

But no less planned or executed than another viral blockbuster — the OMGPOP team's March 2012 breakout of Draw Something , a Pictionary-like game. The result : by late March 2012, Draw Something had 15 million daily players and was the Apple AppStore's #1 word game in 84 countries. Common Operating Pictures. Emergent, yes.

Media 16

Media Assets Marketing Engineering 16

Andrew Chen

JUNE 25, 2019

As the number of homes on Airbnb scaled from around 100,000 in 2012 to over 6 million today, I led teams tackling everything from supply growth, to guest booking conversion, to marketplace quality. Tactic #4: Run direct sales. Examples : Tips : Takes very few people to operate, should pay for itself from day 1. Cost : Medium.

Retention 48

Retention User Experience Travel Marketing 48

Harvard Business Review

JANUARY 20, 2015

The company’s existing sales methods couldn’t handle these special requests. In January 2012 , the company also launched One Day Auto Insurance – a new kind of auto insurance that can be purchased on mobile phones. Thus, in 2012, Luminar was born. Monetizing Digital Assets.

Insurance 14

Insurance Assets Media Engineering 14

Harvard Business Review

JULY 26, 2018

On March 25 mighty Uber bowed out of Southeast Asia by selling its operation in several countries to local rival Grab. Grab, which launched its service in 2012 with 40 drivers in Malaysia, came late to the ride-hailing game, only after Uber had established a formidable position in the United States.

Transportation 14

Transportation Recruitment Advertising Real Estate 14

Harvard Business Review

OCTOBER 25, 2013

The company now has over 200 stores, and sales soared from US $40 million to US $1.37 In the US alone, sales grew 40 percent in 2012. Sales in the US have eclipsed those in the UK, and the company posted a 26 percent increase in 2011 and 15 percent increase in 2012. billion in eight years.

Advertising 11

Advertising Sales Sales Marketing 11

Harvard Business Review

SEPTEMBER 18, 2012

A McKinsey study released in May 2011 stated that, by using Big Data to the fullest, retailers stood to increase their operating margins by up to 60% — this, in an industry where net profit margins are often less than 2%. Independent retailers are savvy operators and are eager to join the fray if given the opportunity.

Revenue 17

Revenue Marketing Diversity Scaling 17

Harvard Business Review

FEBRUARY 24, 2012

Investors' aversion to physical-product start-ups is understandable — the two recent asset-bubble-induced recessions proved that these companies' need for materials, supply chains, distribution networks, and labor hampers them from responding quickly to sudden declines in sales.

Operations 13

Operations Assets Engineering Sales 13

Harvard Business Review

DECEMBER 6, 2016

In 2012, Cabot became a certified B Corp. B Corp certification encouraged more “whole-systems thinking” around our social and environmental practices, which led Cabot to develop even more robust customer and consumer programs, cut operating costs, and strengthen our brand reputation as a sustainability-minded company.

Benchmarking 15

Benchmarking Energy Operations Government 15

Harvard Business Review

AUGUST 5, 2015

To determine the best approach to using ICT for development (or ICT4D, as it’s sometimes called), Huawei recently interviewed 150 telecom operators, government bodies, regulators, NGOs, and social enterprises in 11 countries. This approach consigns many ICT4D projects and tech startups alike to failure. Currently 1.2

Revenue 15

Revenue Government Operations Compensation 15

Harvard Business Review

OCTOBER 16, 2012

And we know how long it really takes to get a response from the VP or from Sales on X. When we ask for change in our own organizations, what are the unwritten rules we are communicating about how things really operate, and about how they will operate after a change? We know which paperwork will have little effect.

Compliance 17

Compliance Organizational Change Operations Sales 17

Harvard Business Review

JUNE 2, 2015

In my former position as Managing Director of Philip Morris Ukraine where I was based from January 2012 until February 2015, I was forced to see it as a business crisis that threatened our people, operations, and bottom line. Most of the world views the turmoil in Ukraine as a geopolitical and humanitarian catastrophe.

Manager 14

Manager Operations Diversity Sales 14

Harvard Business Review

AUGUST 7, 2012

In 2012, analysts forecast the company will achieve nearly $1.5 They didn't raise their Series B until they proved some of the initial hypotheses around market adoption and were ready to scale the sales efforts, as described below. The chart below shows the company's strong financial performance from 2009 to the present.

Scaling 15

Scaling Revenue Marketing Media 15

Harvard Business Review

JUNE 13, 2012

Greg Koch tells the story of how plant managers around the world have absorbed their connection to the communities in which they do business, and work hard to earn the "social license" to operate. million-strong army of advocates for this principled approach to business in its "consultoras" (direct sales agents).

Diversity 16

Diversity Human Resources Benefits Advertising 16

Harvard Business Review

NOVEMBER 6, 2018

In 2012, HBR dubbed data scientist “the sexiest job of the 21st century ” It is also, arguably, the vaguest. In larger and more sophisticated data operations, more fine-grained roles are necessary. Here are five key areas that contribute to data science operations. Monty Rakusen/Getty Images. What are some examples?

Engineering 15

Engineering Workflows User Experience Software 15

Harvard Business Review

APRIL 1, 2013

Ferose's mandate was to reduce employee turnover to below 10% by 2012. By leveraging rapid prototyping and continuous customer feedback, the cross-functional teams that operate in the AppHaus are able to innovate faster, better, and cheaper — managing each project as if they were running a startup.

Software 12

Software Engineering Implementation Marketing 12

Harvard Business Review

AUGUST 6, 2014

By mid-2004, however, the operation was mired in conflict over control and differences in management style. Zhou reportedly felt that the original Yahoos were overpaid and lazy, whereas the Yahoo team felt bullied and believed Zhou wasn’t focused on the Yahoo operations. Those issues slowed us down on the product side as well.

Accounts 14

Accounts Revenue Operations Marketing 14

Harvard Business Review

NOVEMBER 3, 2016

nearly 6 million entry-level jobs will be created from 2012 to 2022, according to the Bureau of Labor Statistics. It teaches young people the dress, demeanor, and collaboration skills expected in a professional setting as well as the technical skills for careers in IT, operations, finance, sales and marketing, or customer service.

Education 15

Education Engineering Software Nonprofit 15

Harvard Business Review

APRIL 21, 2016

In 2012, Palmer Luckey, a member of a VR community message board, mentioned that he wanted to launch a Kickstarter project to raise crowdfunding for a new virtual reality headset he had been tinkering with, the Oculus Rift. Watch a bit of Lawnmower Man if you want to cringe at the 1990s version of VR).

Diversity 15

Diversity Operations Marketing Sales 15

Harvard Business Review

DECEMBER 21, 2012

Entrants are judged not only on their flight's distance, but the creativity and showmanship of the designs and the people operating them. The privately held firm has reported fiscal 2012 sales of over $3 billion with profits over $400 million.

Energy 13

Energy Sales Sales Marketing 13

Harvard Business Review

OCTOBER 21, 2016

This can disrupt a firm’s ability to operate on schedule and budget. Of the respondents, 72% said that climate change presents risks that could significantly impact their operations, revenue, or expenditures. Since its launch in 2012, Flyknit has reduced 3.5 ” Improving risk management.

Assets 15

Assets Operations Revenue Energy 15