UVA Darden

NOVEMBER 10, 2023

In 2012 Venkatesan published “Coupons Are Not Just for Cutting Prices” in Harvard Business Review. He also co-wrote “Measuring and Managing Returns From Retailer-Customized Coupon Campaigns,” published in the Journal of Marketing in 2012.

Marketing 59

Marketing Digital Transformation Staffing Business Administration 59

Peter Winick

JUNE 20, 2024

Phil discusses how a book can elevate your brand, allowing for additional revenue streams through custom training, webinars, and bespoke book versions for corporate clients. And whether you get $12,000 for speaking or $12,000 from book sales, that money still spends. The age of the platform back in 2012.

Marketing 35

Marketing Software Scaling Engineering 35

Harvard Business Review

FEBRUARY 7, 2013

Consider Zynga, which lost $209 million in 2012 — but is still valued at about $2 billion because of the cash it raised and because its revenue is still growing. sustainability) of revenue matters as much as quantity (i.e. growth) of revenue. When we evaluate companies we look closely at revenue concentration.

Revenue 14

Revenue Cash Flow SaaS Metrics 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%. million in incremental revenue.

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

DECEMBER 15, 2015

Either directly in meetings or implicitly in their compensation plans, they basically tell their sales forces to “Go forth and multiply!” ” In other words, the sales force gets better and better at striking deals that more customers value less and less. Creating the right sales processes and incentives.

Sales 14

Sales Sales Hospitality Accounts Payable 14

Harvard Business Review

JULY 19, 2013

workers say they are "not engaged" or "actively disengaged" with their work, according to Gallup''s ongoing study of the American workplace from 2010 through 2012. Sales reps — the people who represent your firm with customers — are not an exception. In 2012, according to U.S. A stunning 70% of U.S.

Sales 10

Sales Sales Engineering Advertising 10

Harvard Business Review

MARCH 11, 2013

The study — by eBay Research Labs economists Thomas Blake, Chris Nosko, and Steve Tadelis — analyzed eBay sales after shutting down purchases of search ads on Google and elsewhere, while maintaining a control set of regions where search ads continued unchanged.

Advertising 22

Advertising Sales Sales Revenue 22

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. The data suggests that boards will be playing catch up in 2012 on CSR as it is integrated into strategic planning.

Nonprofit 19

Nonprofit Strategic Planning Employee Engagement Revenue 19

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

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. Increase benefits: Guaranteed revenue, online payments. Stage : Start on day 1, and continue iterating.

Retention 111

Retention User Experience Travel Marketing 111

Harvard Business Review

JULY 27, 2012

After seven long years of preparation, the London 2012 Olympic Games are finally underway, and even the notoriously critical British press is falling into line. But with the benefit of hindsight, the more Britain has struggled economically, the more important London 2012 is in its potential revival.

Transportation 17

Transportation Sales Sales Marketing 17

Harvard Business Review

APRIL 12, 2013

There''s a question all top managers should ask: How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?". Sales forces are expensive. sales forces exceeds $800 billion a year. sales forces exceeds $800 billion a year. times the estimated $169.5

Sales 9

Sales Sales Telecommunications Advertising 9

Harvard Business Review

MAY 2, 2012

As she navigated through spreadsheets and dashboard screens — each created by a different person for a different purpose — the only constant was the title of the report, "2012 Actuals." The trouble is that my CEO wants one number for revenues, one number for profitability, and one number for sales." Who wouldn't?

Revenue 16

Revenue Sales Sales Scaling 16

Harvard Business Review

MAY 11, 2012

Perhaps most important, marketers are asking, is this something that will drive revenue? More than 60% of these purchasers joined Pinterest before January 2012, in other words, before the hype. Canada, U.K., and Australia, to talk about their pinning habits.

Media 19

Media ROI Metrics Revenue 19

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

JUNE 19, 2012

The committee organizing the London 2012 Olympic Games faced an extraordinary business challenge: How to price 8 million tickets in a way that allows equitable access to 26 sporting events, meets revenue and attendance targets, and adheres to the explicit social objective of making the Olympiad "Everybody's Games.".

Transportation 16

Transportation Revenue Media Benefits 16

Harvard Business Review

AUGUST 10, 2012

There were five finalists in the race to host the 2012 Olympic Games. The Olympics today more than pay for themselves with non-tax base revenues derived from media rights, sponsorships, licensing, and ticket sales. Using London in 2012 as an example, the Opening Ceremony of the Games was fixed for 9:00GMT on July 27, 2012.

Media 15

Media Scaling Travel Revenue 15

Harvard Business Review

MARCH 11, 2013

The study — by eBay Research Labs economists Thomas Blake, Chris Noskos, and Steve Tadelis — analyzed eBay sales after shutting down purchases of search ads on Google and elsewhere, while maintaining a control set of regions where search ads continued unchanged.

Advertising 14

Advertising Sales Sales Revenue 14

Harvard Business Review

JUNE 22, 2012

A lot of companies throw money at the problem — more R&D, more marketing, more sales people. A few years ago, one of the world's largest retailers had literally hundreds of initiatives going after same-store sales growth. I know of one media company that put a giant gong in its sales department. 2: Make growth "net free."

Sales 15

Sales Sales Revenue Operations 15

Harvard Business Review

JUNE 25, 2012

This is reflected in the total number of employees per store which increased from 37 in Q1 2007 to 117 in Q1 2012. This is confirmed by the fact that store employees are not on commission and there is no sales pressure on visitors. The statistics are off the charts in terms of sales per square foot and overall profitability.

Sales 16

Sales Sales Advertising Revenue 16

Harvard Business Review

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. Starting in 2011, Mercedes chose to develop direct distribution capabilities for electric bicycle sales under its Smart brand. Sometimes, an entirely new product provides the right entry point.

Insurance 14

Insurance B2B Sales Sales 14

Harvard Business Review

MAY 7, 2014

with revenues between $1 million and $2.99 million rose 10% year-over-year in 2012 to more than 29,000 firms, Forbes reports. Still, such companies are rare: Firms with sales over $1 million make up far less than 1% of the nation’s 22.7 million nonemployer companies, for which the largest revenue category is $10,000 to $25,000.

Revenue 9

Revenue Sales Sales 9

Harvard Business Review

MARCH 31, 2015

In 2012, even in the midst of an anemic global economy and budget tightening at firms, the amount spent on these events worldwide was an estimated $565 billion. Yet, after sales force costs, events are the biggest line item in many marketing budgets, especially for B2B firms.

ROI 14

ROI Sales Sales Revenue 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

Harvard Business Review

JUNE 9, 2015

My own thinking about the power of buyable pins has been shaped both by research on how social networks drive purchasing (as featured in these pages in 2012 and 2013 ), and by my experiences as a compulsive online shopper. Moving purchasers more quickly from pin to purchase is one way buyable pins could also help brands boost sales.

Revenue 14

Revenue Sales Sales User Experience 14

Harvard Business Review

DECEMBER 3, 2015

And only massive increases in revenue can take the organizations we love to the scale we need. Instead, we used the money to create a recurring annual revenue stream that in just five years multiplied the investment 554 times into $194 million – net, after all expenses, for breast cancer research. — and fund their programs.”

Nonprofit 14

Nonprofit Revenue Scaling Administration 14

Harvard Business Review

OCTOBER 5, 2011

Forrester Research predicts that by 2012 half of all consumer purchases will be either transacted online or digitally driven in some way — influenced by search, social media, or emerging digital platforms like location-based services and digitally augmented store environments. Grow your user base and customers follow.

Engineering 15

Engineering Software User Experience Media 15

Harvard Business Review

SEPTEMBER 18, 2012

As large retailers convert secondary, lower-value shoppers into loyal, high-value shoppers, the growth in revenue is coming at the expense of competing retailers — all too often, independent and mid-market retailers. It is widely understood that Kroger is realizing over $100 million annually in incremental revenue from these efforts.

Revenue 16

Revenue Marketing Diversity Scaling 16

Harvard Business Review

OCTOBER 4, 2012

As I learned during the 2012 Hispanic Voice Town Hall Tour my organization held earlier this year, Hispanics are a high-touch community and this level of interaction goes a long way toward earning trust and loyalty. Hispanics as votes they can buy through inauthentic sales tactics. Hispanics have been facing for years.

Education 16

Education Revenue Government Assets 16

Harvard Business Review

OCTOBER 27, 2015

Founded in 1987, its core business had traditionally been the sale, installation and ongoing support of IT infrastructure technology, the source of 80 percent of its revenue. Back in 2012, its intelligence analysts identified cloud computing as the number one strategic threat. Insight Center. The New Tools of Marketing.

Marketing 15

Marketing Revenue Sales Sales 15

Harvard Business Review

JUNE 25, 2013

In December 2012 and January of this year, Tata Consultancy Services surveyed 1,217 executives from large companies (revenue of more than $1 billion) in a dozen global industries in North America, Europe, Asia-Pacific, and Latin America. Higher spending correlates with more headroom for revenue growth.

ROI 10

ROI Revenue Media Software 10

Harvard Business Review

AUGUST 5, 2015

As simple as it sounds, development projects need revenue. Using information and communications technology (ICT) for development is fairly common, but surprisingly, most digital divide projects don’t generate revenue. It opens a new school every 2.5 days, and aims to teach 10 million children over the next decade. Currently 1.2

Revenue 15

Revenue Government Operations Compensation 15

Harvard Business Review

OCTOBER 14, 2014

million customers and an annual revenue of 4 million dollars, social media service Buffer has grown by introducing useful products and exemplary customer service. billion dollars in sales (a 50% increase over 2012) in the Etsy marketplace alone. Last year, these practices led to 1.3 Everyone wins.

Benefits 13

Benefits Revenue Small Business Metrics 13

Harvard Business Review

AUGUST 7, 2012

With over $1 billion in revenue, 2000 employees and a market capitalization of over $6 billion, Akamai has become a role model for scalable start-ups. In 2012, analysts forecast the company will achieve nearly $1.5 billion in revenue, over $1 billion in gross profit and $500 million in EBITDA.

Scaling 15

Scaling Revenue Marketing Media 15

Harvard Business Review

FEBRUARY 25, 2016

It came from 20,000 small companies outside of the top 100, which together saw revenue grow by $17 billion dollars. Despite that aggregate revenue growth, not every startup is successful — in fact, the vast majority will fail. When he bought it in 2012 it had $93 million in revenue. of that annual growth rate.

Scaling 15

Scaling Revenue Marketing Sales 15

Harvard Business Review

DECEMBER 8, 2015

Invariably, we have learned that murky human performance categories like sales ability and leadership can be broken down into skill sets that are not only measurable; they are also trainable. million in innovative revenue reductions specifically to the training. McClelland got the ball rolling in the 1970s.

Diversity 14

Diversity Revenue Manager Sales 14

Harvard Business Review

MARCH 23, 2016

Viewed in the most positive light on the selling side, these are aspirational prices around which the seller hopes to make sales. Ditching its longstanding practice of holding frequent sales that provided big markdowns from inflated reference prices, the department store chain moved to an everyday low pricing strategy in 2012.

Sales 13

Sales Sales Revenue Marketing 13