http://www.booz.com Marketing & Sales RSS feed from Booz & Company. Sun, 19 May 2013 15:37:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51915708?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=781b2 As B2B companies look for new ways to grow their top and bottom lines, commercial excellence may be the answer. By imposing discipline on a company's pricing decisions and aligning its service offerings with customers needs, commercial excellence can quickly improve margins in designated regions, on select products, and on key accounts, leading to a rise in corporate profitability. Gautam, Amit; Maenen, Ralph; Verity, Richard; Waterlander, Otto Fri, 01 Mar 2013 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51915708?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=781b2 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51805114?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=4851d Most retailers manage their price strategies without adequately factoring in nonmonetary costs and other elements of value that customers are consciously and subconsciously considering all the time, such as selection, promotions and quality of experience. This approach is no longer adequate. Companies need a new strategic model, one that expands the pricing strategy beyond the traditional pricing function to include several other partners within the enterprise. Based on our experiences with clients, a retailer that adopts a cross-functional and actionable "price+value" strategy can improve near-term earnings by as much as 4 percent and put the company on a much firmer competitive footing. Hodson, Nick; Hoogenberg, Marc; Kesteloo, Marco Fri, 08 Feb 2013 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51805114?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=4851d http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51773786?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=c6419 Companies must combine digital marketing efforts with traditional approaches, making the sum greater than the parts. Doing so will require three capabilities: getting marketing investment priorities right; developing transparency across all channels; and developing a truly "digital-ready" organization. Getting this right can deliver a 10 to 30 percent improvement in the efficiency of marketing budgets. Benzin, Timo; Blum, Sebastian; Künstner, Thomas; Rischard, Christopher Mon, 04 Feb 2013 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51773786?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=c6419 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51751349?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=b1461 The market for mobile services is extremely competitive. Marketing executives are constantly rolling out promotions, or "hooks", to attract new customers, which often lead to price wars among operators. However, there are four ways to win these mobile price wars. Tusa, David; Aara, Najwa; Navalekar, Abhijit Tue, 29 Jan 2013 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51751349?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=b1461 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51476198?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=51687 With lower interest rates, greater capital requirements, and more competition for customers, winning banks must treat every dollar as precious and focus on improving performance. Hyde, Paul; Jain, Ashish Thu, 13 Dec 2012 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51476198?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=51687 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51421398?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=32463 The rapid adoption of digital technologies and evolving shopping behaviors are transforming e-commerce into an essential element of omnichannel success in the consumer packaged goods industry. Manufacturers should consider several key questions to prioritize the right opportunities in e-commerce and identify how e-commerce strategies best fit within their overall digital marketing agenda. Egol, Matthew; Rajagopalan, Arun; Sayer, Bart Fri, 30 Nov 2012 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51421398?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=32463 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51374678?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=a75da With changing consumer behavior, digital commerce gains more and more economic relevance for companies, be it to improve revenues, cost-to-serve efficiency or customer experience. We provide a structured approach to assess digital commerce capabilities, and benchmark them within and across industries. Structured around a customer-back view of the purchase funnel (including exploration, shopping experience, interaction and customer support), the toolkit is designed to help companies prioritize the technology, organization, process and people-related capabilities they need to build (or improve) to drive economic value through digital commerce. Gröne, Florian; Seelbach, Fabian; Hölbling, Klaus; Maekelburger, Birger Mon, 19 Nov 2012 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51374678?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=a75da http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51368638?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=8bb36 There is a golden opportunity today for the leaders of HR, IT, finance, operations, R&D, marketing, sales, sourcing, and other corporate functions and shared services. With routine tasks shrinking and the need for capabilities ascending, functions can become "fit for purpose": changing their portfolio of activities to focus primarily on those that are strategically important to the enterprise as a whole. Caglar, Deniz; Kapoor, Namit; Ripsam, Thomas Fri, 16 Nov 2012 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51368638?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=8bb36 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51285373?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=f99b5 To find paths to profitable growth, telecom operators need to stop depending solely on metrics such as gross adds and market share. A customer value management (CVM) capability can give them a holistic way of evaluating individual subscribers in terms of their overall profitability, now and in the future. This capability covers subscribers at every stage of their relationship with their operator, and is viable for mobile, fixed, and integrated telecom companies. de la Herrán, Jesús; Reitenspiess, Martin; Tortosa, José Antonio; Putz, Andreas Wed, 24 Oct 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51285373?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=f99b5 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50901198?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=83cd7 In a fast-changing and dynamic market like China, having a strategy to build capabilities around social media has become an imperative for businesses - whether multinationals or locals. Unlike in traditional media, where there is a complex process of collection and processing before information is delivered to the public, social media is intrinsically flat and interconnected. This requires corporate managers to think carefully about how to adapt their companies' PR capabilities and brand building to social media platforms. Cainey, Andrew; Tse, Edward; Xu, Adam Thu, 30 Aug 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50901198?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=83cd7 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218734?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=49baf Marketers have a unique opportunity to tap into online conversations between people and the brands they care about. Consumers are voicing their opinions and desires online more prolifically and loudly than ever before, creating a watershed moment for marketers to establish deep human connections with their customers and to influence their purchases. Egol, Matthew; Hurt, Brett Mon, 27 Aug 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218734?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=49baf http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50892675?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=b3c8c The financial services industry is looking at "big data" to drive profitable growth. But many companies fail to use analytics effectively. If your firm is a bank beginning a big data initiative, don't ask, "What data, staff, and software should we install?" Ask, "What decisions do we need help with?" And follow the guidance in this powerpoint deck. Dasgupta, Arpan; Hynes, Alanna; Wang, Gary; Yulinsky, Corey Fri, 24 Aug 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50892675?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=b3c8c http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50770364?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=2dfb5 Most companies in the consumer packaged goods sector want a post-event analysis (PEA) capability to help them understand the effectiveness of their trade promotion spending. Yet, as history would attest, this is an extremely difficult capability to implement. Executed correctly, PEA can help companies increase the return on investment for their trade spending by as much as 10 percent, and these gains fall straight to the bottom line. VanDelden, Hans; Van Duyne, Jon; Ganiear, David; Stefani, Steve Fri, 03 Aug 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50770364?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=2dfb5 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218654?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=4bbb2 Global technology industry leaders have become giants fueled by the digital technologies that they unleashed on other people's businesses. Those technologies are now undermining the very parents that bred and raised them. That's a problem - but also an opportunity. Le Merle, Matthew Tue, 17 Jul 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218654?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=4bbb2 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218746?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=bb03e To maximize the value of their social media investment, companies need to move beyond experimentation and transform their capabilities in community management, content development, and real-time analytics. This focus on capabilities will enable them to deliver a distinctive, repeatable social media outcome that both elevates their brand and strengthens their bottom line. Premo, Karen; Vollmer, Christopher Thu, 14 Jun 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218746?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=bb03e http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218665?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=21c56 It is much harder to digitise and socialise when you have a legacy physical product business than if you're in social gaming - but there is no question, those who quickly build their capabilities will capture the most shareholder value from the social revolution. Le Merle, Matthew Wed, 23 May 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218665?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=21c56 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50332855?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=c7bfb Health insurance in the U.S. is at the cusp of a major transition from an employer-driven payor model to a model directly involving many more employees and consumers. Private health insurance exchanges with a defined contribution approach represent a significant step toward catalyzing this change. In this paper--part of an ongoing series of Booz & Company Perspectives on the shift to consumerism in health insurance -- we consider the impact of this change on the payor industry and the strategic approach that leading companies need to take. Borromeo, Paolo; Javanmardian, Minoo; Kapur, Akshay; Kaura, Ashish Mon, 26 Mar 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50332855?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=c7bfb http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50310457?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=549d3 The Pharmaceutical Marketing and Sales Survey 2011 was designed to take the "industry temperature" with respect to current challenges, and to understand how industry leaders plan to overcome those challenges in the next several years. Booz & Company and National Analysts Worldwide collaborated to gather and analyze online survey results from more than 150 pharmaceutical executives. This set of slides presents the findings: 68% of respondents believe that the current pharmaceutical model is broken and needs significant repair, most see major challenges ahead, many expect sales-force time for their products to decrease, and they expect to shift their spending from an emphasis on physicians to nontraditional stakeholders. They also expect to rely more on innovative pricing, payor collaboration, pharmacoeconomic studies, and new service models - along with social media and other new technologies. Less than half of all respondents have engaged with payors on their products prior to Phase III. Various Authors Mon, 19 Mar 2012 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50310457?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=549d3 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50187491?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=fbf6b This study, conducted with Buddy Media, the social enterprise software leader, incorporated a quantitative survey of 117 leading companies and a series of in-depth interviews with senior executives from across the marketing and media ecosystem. Leading companies are transforming their strategies, skills, and processes to enable social media to play an expanding role in their marketing efforts and in their enterprises as a whole. As more companies refine their use of social media, it will dramatically transform how they connect their brands with consumers, and how they define and build their marketing capabilities. Premo, Karen; Vollmer, Christopher Fri, 17 Feb 2012 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50187491?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=fbf6b http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50128668?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=cb63a A new Booz & Company survey reveals that there is a select group of shopper marketing leaders that are capturing more influence with retailers and better returns. They achieve this by identifying and pursuing the right solution platform priorities, aligning their sales and marketing organizations to better focus on their platform priorities, and developing new funding and planning processes to support better decision making, greater lead time, and superior execution. Egol, Matthew; Van Duyne, Jon; Boswell, Penny Wed, 01 Feb 2012 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/50128668?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=cb63a http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218604?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=957d4 Capturing the new value created in the digital space over the next several years will depend on the ability of companies--even those currently furthest from consumers--to develop strategies that bring them closer. Pencavel, Christopher; Standridge, David Wed, 23 Nov 2011 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/51218604?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=957d4 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49970322?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=a50fd Web analytics is the measurement, collection, analysis, and reporting of Internet data for the purposes of understanding and optimizing Web usage. Today, Web interactions between commercial businesses and their customers are as important, if not more so, for a business's growth as customer touches through traditional voice and bricks-and-mortar channels. This Leading Research deck discusses the data and technology opportunities and challenges associated with Web analytics. Nair, Ramesh; Parande, Raj; Nair, Balu; Goryunov, Yuri Mon, 21 Nov 2011 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49970322?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=a50fd http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49844105?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=1eb44 This year's fact-based shopper marketing study, prepared in partnership with Shopper Sciences and the Grocery Manufacturers Association, reveals, among other findings, that leading CPG manufacturers and retailers are increasingly adopting a solutions-based approach to amplify the impact of their shopper marketing investments. Egol, Matthew; Leisure, JP Mon, 17 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49844105?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=1eb44 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49841949?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=7fde1 Booz & Company, Korn/Ferry International, and the Association of National Advertisers (ANA) recently conducted a survey of 350 senior marketing professionals across many industries to find out how the role of marketing is evolving. This Leading Research presents the findings and our analysis. Pandit, Yogesh; Ripsam, Thomas Wed, 12 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49841949?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=7fde1 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49820007?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=df5dd Booz & Company and Buddy Media recently conducted a survey of North American marketers to learn more about how companies are embedding social media into their marketing organizations and activities. This Leading Research summarizes the results of that survey. Premo, Karen; Vollmer, Christopher Tue, 04 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49820007?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=df5dd http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49779196?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=17761 The steady decrease in U.S. Department of Defense (DoD) investment spending will continue for the foreseeable future. To better compete in this new environment, traditional companies should look beyond simple cost-cutting measures to a more comprehensive "next-generation affordability" approach that transforms cost structures and refocuses capabilities on the new market requirements. Adams, Jim; Beckey, Steve; Martin, Joseph; Brukardt, Ryan Mon, 19 Sep 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49779196?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=17761 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49703713?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=31c02 Developed markets are on the cusp of mass adoption of mobile commerce. Many companies now see m-commerce as a strategic priority but few will find themselves in a sustainable, value-accruing position. For most, the only way to win at scale is through collaboration in the form of as-yet-untried partnerships. Boyes, Edward; Knott, Michael; Miles, John Thu, 18 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49703713?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=31c02 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49655543?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=a4b96 Traditional defense manufacturers are facing a period of change that, if poorly navigated, could severely cripple their competitiveness and even threaten their very existence. Success in today's defense market will require (1) under¬standing and investing in new capabilities; (2) attacking structural costs; and (3) advancing systemic processes. Dustman, Eric; Hughes, Thornton; Martin, Joseph; VanHorn, David Fri, 05 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49655543?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=a4b96 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49655545?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=e5169 Rising costs are forcing the entire U.S. healthcare industry to find ways to unlock and enhance medical value by delivering higher-quality, more affordable care to empowered and engaged consumers. This Perspective outlines three models--population care, healthcare products, and focused transformation--that address the issue of reclaiming lost medical value in a comprehensive and sustainable way. Ahlquist, Gary; Gopalka, Abhishek; Saxena, Sanjay B.; Spencer, Brett Fri, 05 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49655545?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=e5169 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49651182?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=0c394 Leading companies are capturing scale from transactional activities and developing advantaged capabilities using marketing shared services--a coordinated, consistent, and collaborative approach to their marketing service delivery model. This Perspective outlines a four-step program that companies can apply to avoid pitfalls and adopt best practices as they adopt or expand their marketing shared services model. Kapoor, Namit; Landry, Edward; Ripsam, Thomas Tue, 02 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49651182?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=0c394 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49639066?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=ecfc4 As consumer packaged goods (CPG) companies expand their shopper marketing initiatives, they should be careful not to neglect the integral role of the sales team in ensuring success. Sales should participate in shopper marketing program development and execution, particularly in developing shopper insights and retailer intimacy, designing the shopper marketing playbook at the account level, program execution, and performance measurement. Egol, Matthew; Van Duyne, Jon Mon, 01 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49639066?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=ecfc4 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49606607?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=9f27e Customer segmentation has become a critical capability for making sense of growing volumes of customer data to develop and drive successful go-to-market strategies. But a company will succeed only if its operating model is specifically designed to make use of segmentation results and insights. Yulinsky, Corey Mon, 11 Jul 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49606607?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=9f27e http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49584088?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=36567 Multinational consumer packaged goods providers and retailers in China have struggled to calculate marketing ROI due to a lack of sufficient data, among many other factors. Collecting the right data and developing a rigorous strategy for calculating marketing ROI for every promotional campaign are absolute essentials for doing business and suc­ceeding in the dynamic Chinese economy. Bessler, Joni; Treppo, Steven; Xu, Adam; Deng, Michael Wed, 29 Jun 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49584088?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=36567 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49463209?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=769bb This Perspective explores how traditional bricks-and-mortar retailers need to adjust to succeed in the e-commerce space, in particular by letting go of old conventions. Dutzler, Harald; de Vuijst, Coen; Huissman, Robbert Mon, 09 May 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49463209?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=769bb http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49443979?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=50716 In the new era of the cloud--together with the expected explo­sion in connected devices and the dynamic applications optimized for them--information can be continu­ously fed to cloud-enabled "big data" and analytic engines, opening up the promise that all of marketing could migrate to a true real-time Internet marketing model. Very few chief marketing officers (CMOs) have thought through the capabilities they will need to drive these (mostly) new marketing activi­ties. And very few are ready to lead their organizations into this new world. Le Merle, Matthew; Minasian, Philip Wed, 27 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49443979?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=50716 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49371294?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=48823 GCC retailers that successfully create a private label offering can increase revenues, improve profitability, and strengthen customer loyalty. Chahine, Gabriel; Valenti, Davide; Nader, Karl Wed, 06 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49371294?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=48823 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49691205?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=492c7 To assist health plans as they consider and pursue ACOs, Booz & Company conducted extensive primary and secondary research, proprietary economic modeling, and in-depth interviews with academic experts, external vendors, and senior executives of payors and providers. This Perspective reports Booz & Company's findings on the emerging ACO landscape. Ahlquist, Gary; Spencer, Brett; Saxena, Sanjay B. Tue, 15 Mar 2011 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/49691205?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=492c7 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48978684?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=20a3b For many multinationals, China is a difficult sales environment, but an absolutely critical one. To thrive, multinational sales chiefs must upgrade sales teams by addressing such fundamental issues as recruitment, development, and retention. Perhaps more important, sales chiefs must rec­ognize that none of these issues can be wrestled to the ground unless they identify and then make exceptional use of the unique skills of what we call Pride Builders. Canner, Niko; Bessler, Joni; Steffen, Ilona Thu, 06 Jan 2011 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48978684?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=20a3b http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48964237?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=2c452 Social networking and other new technologies have given rise to the "social consumer." Navigating this new world requires a new way of approaching customer relationship management, commonly called social CRM. In addition to their traditional CRM tools and processes, companies must rethink their product, channel, and customer strategies in order to build an entirely new relationship with their customers through greater transparency. Acker, Olaf; Gröne, Florian; Yazbek, Rami; Akkad, Fares Tue, 21 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48964237?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=2c452 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48901849?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=ad704 For decades the pharmaceutical industry's direct-to-physician marketing model worked extremely well. Now, at a time when industry fundamentals are already challenging, companies must transform their marketing models to com­prehensively focus on value creation. The marketing model of the future will systematically engage a broader set of stakeholders, and address five key marketing imperatives. Levy, David S.; Fricker, Rolf Wed, 08 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48901849?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=ad704 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48841353?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=508cf We are on the brink of true "in-memory analytics," a technology that will allow operational data to be held in a single database that can handle all the day-to-day customer transactions and updates as well as analytical requests--in virtually real time. To drive the shift to this new tech­nology, CIOs must make sure the business understands its advantages and devise a governance strategy to manage its rollout and monitor its use. Acker, Olaf; Gröne, Florian; Blockus, Adrian; Bange, Carsten Tue, 23 Nov 2010 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48841353?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=508cf http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48834294?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=0455f A new Booz & Company study highlights the growing importance of mobile commerce as a way both to understand real-time consumer behavior data and to use in-the-moment analysis to capture market share and influence consumer purchases in real time. Anderson, Matt; Buckner, Nicholas; Eikelmann, Stefan; Seelbach, Fabian Mon, 22 Nov 2010 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48834294?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=0455f http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48814302?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=dc9e4 The structure and productivity of sales forces have turned into major concerns for many C-level executives. Every sales force redesign needs to address two fundamental questions: How many sales forces are needed? And what is the optimal reporting structure? It also needs to be executed flawlessly. Dubey, Akshat; Kapoor, Namit; Ripsam, Thomas Mon, 15 Nov 2010 00:00:00 -0600 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48814302?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=dc9e4 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48780302?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=35cb5 This year's Booz & Company survey of U.S. consumers reveals that consumers continue to feel they are on shaky ground, and their purchasing behaviors reflect this sentiment. The task for consumer products companies and retailers in the months ahead will be to monitor and understand in detail the evolving behaviors of various consumer segments and to formulate responses to these behaviors category by category. Clyde, Andrew; Egol, Matthew; Hodson, Nick; Tau, Marcelo Wed, 27 Oct 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48780302?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=35cb5 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48697903?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=059fd At most telecom operators, holistic customer management strategies still take a backseat to siloed customer acquisition efforts taking place in discrete lines of the business. To effectively compete moving forward, telecom providers must build an integrated data set about each customer; shift the culture to one where everyone thinks about customers in an integrated way; add essential skills in IT, marketing, and elsewhere; and define success and develop a system for measuring it. Evans, Hywel; Gordon, Jason; Panayi, Barry; Peterson, Michael Tue, 28 Sep 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48697903?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=059fd http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48637457?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=01e02 A few leading consumer products companies are pursuing next-generation planning processes now, with the help of of advances in analytics and planning tools along with a set of guiding principles. Those companies that are successful will capture a significant competitive advantage. VanDelden, Hans Thu, 23 Sep 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48637457?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=01e02 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48604682?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=d30ef Contrary to conventional wisdom, a great many CPG categories--perhaps as many as half--are fragmenting instead of consolidating. For executives and brand managers, the key is understanding the dynamics of the category they're in, assessing whether they can change those dynamics, and figuring out the capabilities they need in order to do so. Lauster, Steffen M.; Sharma, Samrat Thu, 16 Sep 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48604682?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=d30ef http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48550324?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=9001f The Booz & Company-Quofore 2010 Industry Benchmark ROI Survey provides valuable insights into the ROI of in-store technologies and practices among consumer products companies and the retailers they supply. Van Duyne, Jon Thu, 02 Sep 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48550324?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=9001f http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48123399?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=ae913 Small business customers are among the most profitable segments for most banks. Relatively few small business customers are extremely satisfied with their bank, yet banks believe they have made improvements in serving small business customers. That disconnect is creating growth opportunities for banks as customers look to switch. Capturing the growth opportunity requires deep understanding of target segments, channel choices, and products and services. Favaro, Ken; Hyde, Paul; Jain, Ashish; Bloustein, Samuel Mon, 07 Jun 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/48123399?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=ae913 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/47909666?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=e47db A new evolutionary stage of e-commerce is emerging--the era of "social apponomics." In this next stage of e-commerce evolution, new business models are made possible by social media, consumer insight, and tailored applications. The main value drivers for e-commerce are shifting from the direct mon­etization of online traffic to customer life-cycle management. The key to success is understanding customer needs and creat­ing online customer experiences that translate into customer lifetime value. Anderson, Matt; Harter, Gregor; Hagen, Henning; Plenge, Stefan Tue, 27 Apr 2010 00:00:00 -0500 http://www.booz.com/global/home/what-we-think/reports-white-papers/ic-display/47909666?utm_content=AllMarketingSales&utm_source=RSS&utm_medium=TextLink&gko=e47db