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

OCTOBER 2, 2012

Scaling is hard. So I'm highlighting a few companies outside of the Google/Amazon/Facebook pantheon that have built large, sustainable, profitable business models at scale. So I'm highlighting a few companies outside of the Google/Amazon/Facebook pantheon that have built large, sustainable, profitable business models at scale.

Scaling 11

Scaling Travel Engineering Revenue 11

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

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. Once you reach scale, fraud becomes a real issue. Tactic #4: Run direct sales. Once you have this, don’t hide it.

Retention 48

Retention User Experience Travel Marketing 48

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 15

Revenue Sales Sales Scaling 15

Harvard Business Review

DECEMBER 20, 2011

My article in the January-February 2012 issue of Harvard Business Review , Why "Good Jobs" Are Good for Retailers, analyzes how they manage to do this.). And it makes sense to them, as it made sense to my student, that low-cost retailers really have only one thing to offer their customers: the quick, cheap sale.

Operations 17

Operations Sales Sales Metrics 17

Harvard Business Review

JANUARY 24, 2017

Located in the heart of Colombia’s coffee region, in 2012 Manizales was a good place to grow up and get an education, and an even better place to retire, safe and surrounded by beautiful scenery. Generating fast, demonstrable growth of local firms is fundamental for scaling up any regional economy. strategic hires).

Scaling 12

Scaling Banking Balance Sheet Sales 12

Harvard Business Review

MARCH 22, 2013

Along with a newly enriched investment class, business leaders in the South are on the move, tapping into the readily available funding and expertise they need to grow, and scaling up fast to grab once-in-a-lifetime opportunities. They think large-scale. The discipline of tight margins never left him.

Scaling 17

Scaling Operations Marketing Revenue 17

Harvard Business Review

FEBRUARY 25, 2016

Startups excel at giving birth to successful proof of concepts; larger companies are much better at successfully scaling proof of concepts. But they often stumble at scaling their proof of concept, not only because they’re often doing it for the first time, but also because the skills necessary for creating are not the same as scaling.

Scaling 15

Scaling Revenue Marketing Sales 15

Harvard Business Review

APRIL 4, 2014

In the aftermath of the US financial crisis in 2008, companies from North America and Europe rushed into China, seeking to grow both sales and profits. Despite entering the world’s largest personal care products market in 1996, Revlon was able to generate just 2% of sales from China 17 years later.

Sales 12

Sales Sales Marketing Recruitment 12

Harvard Business Review

DECEMBER 3, 2015

Because the problem is scale. Most of the problems we confront, from disease to poverty to illiteracy to skyrocketing suicide rates are massive in scale. Unless they grow to the scale of these problems, these problems are going to remain with us for a very long time. Which should really be called civic engagement-building.

Nonprofit 14

Nonprofit Revenue Scaling Administration 14

Harvard Business Review

JANUARY 5, 2015

You can ask customers to rate anything – product appeal, uniqueness, purchase intent — on a five-point scale, but if you’ve ever run such a test you’ve probably seen lots of results in which every option scores a 3.5. Thus far, its sales have exceeded forecasts. Their results have been impressive.

Marketing 14

Marketing Sales Sales Banking 14

Harvard Business Review

NOVEMBER 20, 2012

Leaders defeat themselves when they seek gain when others suffer, for example, raising prices in a time of high unemployment when consumers have less to spend, to ensure profits when sales are down. McDonald's raised prices three percent in early 2012 and by the third quarter, faced the first drop in same-store sales in nine years.

Reorganization 15

Reorganization Sales Sales Software 15

Harvard Business Review

AUGUST 17, 2012

Most of its sales are in the developing world (including 40% in Africa) — where it sells its HIV drugs for about $350 per year per patient — yet it is as profitable as the pharma giants of Europe, North America, and Japan. It has doubled its market cap in the five years and sales reached almost $1.5

Fixed Costs 13

Fixed Costs Marketing Sales Sales 13

Harvard Business Review

MARCH 26, 2012

Harman created a scaled-down version of its high-end system which proved a dismal failure in poor countries. In the HBR article, " A Reverse Innovation Playbook " (April 2012) and our forthcoming book, Reverse Innovation , my co-author, Chris Trimble, and I elaborate on how western multinationals can overcome their dominant logic.

Engineering 15

Engineering Transportation Marketing Scaling 15

Harvard Business Review

SEPTEMBER 18, 2012

A 2012 study by Kantar Retail shows manufacturer spending on trade promotion, measured as a percentage of gross sales, at the lowest level since 1999. Meanwhile, they have a challenging record of promotion compliance, and in many cases lack the requisite scale for deep collaboration with brands.

Revenue 16

Revenue Marketing Diversity Scaling 16

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. The task ahead is to emulate the smartest, most efficient, most technology-savvy ways of doing things — on a grand scale.

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. Teams scaled the cloud implementation to handle the massive load without downtime. The Invisible Children, Inc. Emergent, yes. None tell the whole story.

Media 15

Media Assets Marketing Engineering 15

Harvard Business Review

DECEMBER 10, 2012

In the case of Amazon and online retailing, the store free business model, with centralized distribution facilities, and incredible scale, positions the disruptive business to win the customers shopping on price alone. For Best Buy, turning to fight their disruptor head on is asking for swift defeat.

Sales 11

Sales Sales Scaling Media 11

Harvard Business Review

APRIL 3, 2018

Even as organic supermarkets grew in scale and popularity, they were reluctant to stock organic wine. Whole Foods Market, which by 2010 accounted for over one half of organic food sales in the United States, did little to promote organic wines. As a result, many distributors and retailers were hesitant to add it sell it. What changed?

Marketing 14

Marketing Scaling Sales Sales 14

Harvard Business Review

APRIL 4, 2016

And while two years of shrinking GDP growth , sanctions , and a volatile ruble have led some companies like GM to leave the market, there has not been a large-scale exodus of MNCs from Russia. Instead of pulling out or scaling down their Russia businesses, executives have to find new ways to ensure strong performance.

B2B 12

B2B Government Marketing Scaling 12

Harvard Business Review

JUNE 25, 2015

Historically, best practices on hiring, manufacturing, and sales all emerge when talking to someone else who has sat in the trenches. That growth can even happen as companies scale. In 2012, Tesla had just over $400 million in revenue. Executives tend to turn toward fellow executives for advice. Just look to Tesla as an example.

Software 14

Software Digital Transformation Revenue Scaling 14

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. Data analytics engineering: enabling data scientists focused on analytics to scale via analytics applications for internal use, e.g. analytics software libraries, productizing workflows, and analytic microservices.

Engineering 15

Engineering Workflows User Experience Software 15

Harvard Business Review

APRIL 7, 2015

Listen at scale. When the chain launched its Pig Out Burger in 2012, employees posted that the new menu item was getting panned by customers. That’s because her people are in trucks, on loading docks, or making sales calls. Engaging to transform is the capstone step in the journey to becoming an engaged leader.

Telecommunications 15

Telecommunications Scaling Administration Employee Engagement 15

Harvard Business Review

NOVEMBER 1, 2016

Recent large-scale studies highlight the effects of CEOs on their organizations. Second, as a 20-year review from 1993 to 2012 showed, CEOs’ judgment affects key strategic and managerial processes , such as staffing, financing, and marketing decisions. Although CEOs have always mattered, their importance is on the rise.

Staffing 14

Staffing Compensation Assets Employee Engagement 14

Harvard Business Review

JUNE 13, 2012

million-strong army of advocates for this principled approach to business in its "consultoras" (direct sales agents). We'll be announcing the grand prize winners of the year-long HBR /McKinsey M-Prize for Management Innovation at our live event, the MIX Mashup , in San Francisco on June 19, 2012.

Diversity 16

Diversity Human Resources Benefits Advertising 16

Harvard Business Review

JULY 26, 2018

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. Historically, some platforms haven’t embraced localization because the allure of quick scaling was too much to resist.

Transportation 14

Transportation Recruitment Advertising Real Estate 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

AUGUST 5, 2015

Nothing provides clearer evidence of a project’s viability than a base of paying customers, and this proof of success makes scaling up vastly easier. From 2012–2013 alone, the service improved Turkish farmers’ productivity by an estimated €190 million. Currently 1.2

Revenue 14

Revenue Government Operations Compensation 14

Harvard Business Review

DECEMBER 2, 2013

The very top marketers are using technology and teamwork to listen at a scale that was unimaginable just a few years ago. On the executive team you have marketing, sales, technology, and service. The digital revolution has given everyone a voice and made everyone their own channel. times the average return of our regular emails.”.

Marketing 15

Marketing Small Business Media Advertising 15

Harvard Business Review

APRIL 23, 2014

billion in retail sales of licensed merchandise worldwide in 2012, fueled by the popularity of its Marvel Comics properties. brand know that a Tiffany product for sale anywhere other than in a Tiffany-branded outlet is not real, thanks to the brand’s tightly controlled distribution. Disney alone reported $39.3

Marketing 11

Marketing Sales Sales Benefits 11

Harvard Business Review

FEBRUARY 27, 2013

In the Fall of 2012, shortly before the most well-known creativity index in Germany was about to be published ( Manager Magazine Kreativ Index ), two leading advertising agencies in Germany, Jung von Matt and Scholz & Friends , announced that they would not participate in any creative or advertising award competitions in 2013.

Advertising 9

Advertising Metrics Sales Sales 9

Harvard Business Review

MARCH 22, 2013

Along with a newly enriched investment class, business leaders in the South are on the move, tapping into the readily available funding and expertise they need to grow, and scaling up fast to grab once-in-a-lifetime opportunities. They think large-scale. The discipline of tight margins never left him.

Scaling 9

Scaling Operations Marketing Revenue 9

Harvard Business Review

JANUARY 27, 2014

While you no longer extract maximum value from each customer, you are still better off as a result of economies of scale and scope. As long as the extra revenues justify extra costs, and economies of scale and scope outweigh the cost of increased complexity, it makes sense to continue diversifying. for the S&P 500 Industrials.

Scaling 9

Scaling Revenue Accounts Government 9

Harvard Business Review

AUGUST 23, 2013

At the end of their 2012 fiscal year, 83% of new Apple Stores were found in international locations. Increase your sales and marketing presence. Instead, they noted the demand and, little by little, gradually expanded their global footprint; to the point where today, a great deal of their growth strategy is focused on other countries.

SaaS 10

SaaS Marketing Sales Sales 10

Harvard Business Review

JANUARY 18, 2013

With smartphone penetration now up to 50% in the United States, expect sales of standalone devices to rapidly dwindle (the same appears to be happening with standalone e-readers ). 2012 was a big year for payments leader Square, founded by Twitter co-founder Jack Dorsey. Mobile payment solutions.

Telecommunications 8

Telecommunications Revenue Marketing Scaling 8

Harvard Business Review

SEPTEMBER 11, 2012

PASSUR started with just a few of these installations, but by 2012 it had more than 155. Case #2: Using Big Data to Drive Sales. Here's how two companies, both far from Silicon Valley upstarts, used new flows of information to radically improve performance. This yields a huge and constant flood of digital data.

Manager 10

Manager Sales Sales Software 10