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. Stage : Early-stage for B2C, an evergreen lever for B2B. Cost : Medium.

Retention 111

Retention User Experience Travel Marketing 111

Andrew Chen

DECEMBER 20, 2016

Since HubSpot is a B2B SaaS product, CAC would equal the cost to acquire a new customer on one of their Basic, Pro, or Enterprise plans. If you don’t take these time periods into account, you could be overestimating or underestimating CAC and as a result making some terrible operating decisions.

SaaS 111

SaaS Sales Sales B2C 111

Chief Executive

NOVEMBER 30, 2022

It operates the largest digital platform for electronics manufacturing, from prototype to high-scale production, with a network of more than 70 factories across North America. MacroFab is among companies that is giving U.S. companies ready alternatives for producing stuff that it just doesn’t make sense to fabricate in China anymore.

B2B 52

B2B Sales Sales Operations 52

Andrew Chen

NOVEMBER 1, 2021

Or are you trying to scale its success? In the book, I describe stage-by-stage how to successfully start and scale the central forces that power tech’s most successful companies — network effects. When a company like Dropbox, Slack, or Uber hit scale, it might seem like network effects kick in, and the next phase is easy.

Scaling 82

Scaling Marketing Recruitment B2B 82

AIHR

OCTOBER 13, 2023

Expedia deploys ChatGPT widely Expedia Group is using AI to simplify the travel experience for travelers and B2B partners. Powered by natural language processing, its Virtual Agent helps travelers resolve queries and has saved significant operational costs.

Travel 105

Travel Workflows Implementation Government 105

Walk Me

NOVEMBER 11, 2021

For this reason, it is important to center HCM-related implementation activities around digital technology, including activities such as: Onboarding and training The workplace experience Workflows and business processes Business operations. HR, as used in its traditional sense, tends to be an operational function.

Software 52

Software Implementation ROI Onboarding 52

Chief Executive

JULY 29, 2022

But where you run into difficulties is scaling it into a business,” Binns says. We created a new type of operating system for running it, which we call Growth OS, in contrast to our core business. B2B technology integrator. In Growth OS we have a quick, agile, fail-fast mentality. EMPHASIZE MENTORSHIP.

Software 98

Software Assets Engineering Marketing 98

Walk Me

JANUARY 16, 2023

It’s the primary mode of transport for most smaller-scale operations. For this reason, land transportation is traditionally used for smaller-scale transport operations. A warehouse operations team then organizes for the goods to be delivered to shops, where they’re finally available for consumers to purchase.

Transportation 52

Transportation Digital Transformation Travel Change Management 52

Andrew Chen

JANUARY 9, 2020

Fascinating discussion about what it’s like for a serial entrepreneur to raise money, operate a startup, lessons learned, etc. The internet culture supply chain works like this: Asia US teens Adults B2B. Want to know what B2B communication/collaboration will look like in 5 years? which turned into Twitch many years later.

Marketing 52

Marketing Retention B2B Scaling 52

Monday Task Management

MARCH 15, 2022

They add order where there can be chaos, especially when you try to scale a business. Business services intake forms are useful for the execution of B2B projects. What services you offer and what industry you operate in will drastically change what type of intake forms you use. Why use an intake form? Image Source ).

Onboarding 52

Onboarding Small Business Workflows B2B 52

Monday Task Management

MARCH 15, 2022

They add order where there can be chaos, especially when you try to scale a business. Business services intake forms are useful for the execution of B2B projects. What services you offer and what industry you operate in will drastically change what type of intake forms you use. Why use an intake form? Image Source ).

Onboarding 52

Onboarding Small Business Workflows B2B 52

Harvard Business Review

SEPTEMBER 12, 2016

Decision making at big B2B companies is often skewed by anecdote and myth: A worried report from the most vocal salesperson about a competitor’s latest move; a customer complaint that happened to be fielded by a senior executive. The answer lies in scale and approach. That’s complicated at any B2B business.

B2B 12

B2B Sales Sales Account Management 12

Andrew Chen

DECEMBER 13, 2018

The irony of it is that sometimes when you are working on projects with such large scale, because the skill set is so different, it actually feels like you’re not doing anything at all — you’re merely managing the appendages of the other groups and trying to make sure everyone is staying on track and executing.” — Ada.

Engineering 79

Engineering Scaling Workflows B2B 79

Harvard Business Review

AUGUST 3, 2016

A new set of relationships is being formed within companies around how people working in data, analytics, IT, and operations teams work together. Data and analytics represent a blurring of the traditional lines of demarcation between the scope of IT and the responsibilities of operating divisions. Data and analytics embedded in IT.

Operations 14

Operations Media Assets B2B 14

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. Stage : Early-stage for B2C, an evergreen lever for B2B. Cost : Medium.

Retention 48

Retention User Experience Travel Marketing 48

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. Our analysis of 73 B2B technology companies shows that across sectors, the top 25% of companies achieve more than twice as much return on sales investment compared to the bottom 25%.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

AUGUST 5, 2015

In this next chapter, the Philippines — the world’s second-fastest growing economy — will play a crucial role in helping tech companies access the talent to scale efficiently and sustainably. Rocket operates some of the largest e-commerce platforms in emerging markets. General Accepted Accounting Principles.

SaaS 15

SaaS B2B Scaling Engineering 15

Andrew Chen

DECEMBER 13, 2018

The irony of it is that sometimes when you are working on projects with such large scale, because the skill set is so different, it actually feels like you’re not doing anything at all — you’re merely managing the appendages of the other groups and trying to make sure everyone is staying on track and executing.” — Ada.

Engineering 40

Engineering Scaling Workflows B2B 40

Harvard Business Review

NOVEMBER 23, 2018

Our recent benchmarking of nearly 900 B2B companies underscores the importance of these tools. A B2B technology supplier used Microsoft Workplace Analytics and other digital tools to track the behaviors of its sales reps. Commercial operations groups tend to be early targets for cuts in a recession. Raise the game in pricing.

Sales 14

Sales Sales B2B Accounts 14

Harvard Business Review

AUGUST 21, 2012

It's powerful stuff that will continue to evolve and change the way that companies market to consumers and B2B customers. Leaders will have to role model the use of these technologies, explain how to use them to drive value, observe success stories and help them to scale up to the rest of the enterprise. trillion annually.

Media 18

Media Workflows A/B Testing B2B 18

Harvard Business Review

FEBRUARY 1, 2016

In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. Although it’s easier than ever to create a SaaS business, it’s also harder to scale one.

SaaS 15

SaaS Sales Sales B2B 15

Harvard Business Review

JULY 29, 2015

Today’s cloud IT vendors have both the buying power and the operational discipline to minimize the cost to the customer of a unit of data storage or computing power. In a world of cloud infrastructure (whether in software or transportation), there are a number of advantages to scale.

Transportation 13

Transportation Scaling Software B2B 13

Harvard Business Review

JULY 30, 2013

But once you achieve initial product-market fit and are down the Sales Learning Curve (PDF), suddenly you are faced with a new challenge: how do I scale up the sales efforts? If you want to scale sales, you hire more sales reps. To that point, a well-run telesales operation will be super metrics-driven. 1) Enterprise Sales.

Marketing 8

Marketing Sales Sales SaaS 8

Harvard Business Review

JANUARY 18, 2016

OpenTable (a restaurant reservations service), Motivate (the operator of CitiBike, Bay Area Bikeshare, and others), and Luxe (a web-based valet parking service) are examples. Solutions should trend toward entertainment, education, and social networking, and they can be location specific. Segment 2: Emerging Economy, Legacy City.

Real Estate 14

Real Estate Cash Flow B2B ROI 14

Harvard Business Review

MAY 18, 2018

Changing consumer needs, combined with shifting workforce expectations, are altering the competitive landscape and dictating transformation of existing company operating models for consumer industries. Accenture, in conjunction with the World Economic Forum, has created a vision of the operating model of the future for consumer industries.

Operations 8

Operations B2B Marketing Assets 8

Harvard Business Review

JUNE 16, 2014

When a team works well together, it’s because its members are operating from the same mindset and are clear about their goals and their norms,” says Schwarz. At the second or third check-in, ask the group general questions such as, “On a scale of one to five, how well is the team sharing the workload? Set expectations early.

B2B 15

B2B Workflows Insurance Accounts 15

Harvard Business Review

SEPTEMBER 19, 2016

It’s also a massive operational challenge because companies are not set up to make very frequent pricing changes, whereas currencies can move hugely overnight. For instance, one of our B2B clients raised prices by 15-20% following a currency depreciation. That can lead to market share loss, as well as drops in revenue.

Marketing 13

Marketing Revenue Sales Sales 13

Harvard Business Review

MARCH 17, 2016

Don’t engage in over-the-top discounting that trains customers, both in B2C and B2B markets, to buy cleverly on price and price alone. This creates economies of scale that they exploit to the greatest extent possible. The best cure I have found for these delusions is a cultural one. Don’t start price wars.

Advertising 13

Advertising B2C Marketing B2B 13

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Sales 8

Sales Sales Recruitment Sales Management 8

Peter Winick

DECEMBER 19, 2022

Three Key Takeaways: Thought Leadership is not about mass scale; it’s about getting insights into the hands of decision-makers who are receptive to it. And if you need help scaling organizational thought leadership, contact Thought Leadership Leverage or reach out to Bill Sherman on Linkedin! Transcript. And that can be true.

Marketing 242

Marketing Scaling B2B Advertising 242

Harvard Business Review

OCTOBER 27, 2014

They promise a degree of freedom and entrepreneurship in delivery, while maintaining many of the advantages of scale and scope. Inside many companies, particularly in B2B settings, the notion of “liberation” remains challenging. Yet it also matters to these businesses to keep launching innovative new offerings.

B2B 9

B2B Operations Assets Marketing 9

Harvard Business Review

DECEMBER 15, 2017

Based on our experience of working with numerous companies operating in India across different industries, we find that a simple yet powerful four-step framework helps companies effectively prioritize markets in the country: Step 1: Measure risk-adjusted opportunity. Step 2: Measure operating environment.

Government 8

Government Operations Marketing B2C 8

Harvard Business Review

OCTOBER 5, 2015

These changes are driven by seismic shifts in consumer behavior and an explosion of both consumer- and B2B-facing technologies. When and how do we shift our businesses from legacy operating models to ones that better reflect the future? How do we maximize our creativity as an industry while integrating data-driven approaches?

Media 8

Media Advertising Scaling Metrics 8

Harvard Business Review

JUNE 6, 2013

In addition, most of the very large firms in China are content to compete as B2B players where the value of branding is not obvious. Despite the success of these tactics, it is unlikely that Chinese firms will employ these practices on a significant scale in the near future.

B2B 8

B2B Government Advertising Assets 8

Harvard Business Review

DECEMBER 13, 2017

PMs have to have a deep understanding of how the organization operates and must build social capital to influence the success of their product – from obtaining budget and staffing to securing a top engineer to work on their product. and of course the compensation and benefits.

Manager 8

Manager Engineering User Experience Revenue 8

Andrew Chen

NOVEMBER 15, 2021

I saw it first-hand at Uber, which scaled to billions in revenue, and also within startups at Andreessen Horowitz, which has funded companies from Github, Coinbase, and Figma to Clubhouse and Airbnb. How to get them started, how to scale them, and what it’s like to compete. That’s because it wasn’t a normal meeting room.

Scaling 63

Scaling Metrics Revenue Operations 63