Martin Fabel

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The Technology Trends That Matter to Sales Teams

The convergence of mobile, analytics, context-rich systems, and the cloud, together with an explosion of information, is transforming sales, and enabling buyers and salespeople to engage with each other in more effective and efficient ways. Recently, information technology research and advisory …

The New Rules for Growing Outside Your Core Business

The hit show “House of Cards” highlights a remarkable journey for its owner Netflix. The company that once desperately offered itself to the now-bankrupt Blockbuster Video for $50 million—and was rejected—is now a profitable $5 billion company growing at about 20 percent per year. Few would have …

What does blue ocean strategy have to say about strategy execution?

Blue ocean strategy links analytics with the human dimension of organizations. It recognizes and pays respect to the importance of aligning people’s …

Management

Cisco’s CEO on Staying Ahead of Technology Shifts

Jeff Singer<p>Our success at Cisco has been defined by how we anticipate, capture, and lead through market transitions. Over the years, I’ve watched iconic companies disappear—Compaq, Sun Microsystems, Wang, Digital Equipment—as they failed to anticipate where the market was heading. Today we’re …

Putting Yourself in the Customer’s Shoes Doesn’t Work: An Interview with Johannes Hattula

Mágoz<p><b>The research:</b> In a battery of experiments, Imperial College’s Johannes Hattula and his coresearchers Walter Herzog, Darren Dahl, and Sven Reinecke interviewed marketing managers about their personal preferences for a selected product or service. The researchers then primed some managers to be …

What Is Strategy?

This article has benefited greatly from the assistance of many individuals and companies. The author gives special thanks to Jan Rivkin, the coauthor of a related paper. Substantial research contributions have been made by Nicolaj Siggelkow, Dawn Sylvester, and Lucia Marshall. Tarun Khanna, Roger …

Why Online Retailers Are Starting to Care About Your Feelings

When I was growing up in suburban Cleveland, the mall was everything. It was where I hung out with friends, earned my first paycheck, and exercised my newfound independence. Now that mall is practically empty. Storefronts are vacant. You can hear the footsteps of the few shoppers echo down the hall.<p>…

Closing the Gap Between Blue Ocean Strategy and Execution

At the highest level, there are three propositions essential to the success of strategy: the value proposition, the profit proposition, and the people proposition. For any strategy to be successful and sustainable, an organization must develop an offering that attracts buyers; it must create a …

What is “alignment” and why is it important for creating blue oceans?

For any business strategy to be successful and sustainable, the key divisions within an organization — those focused on value, on profit, and on …

Key Digital Trends—15 Things to Know for 2015

The webinar addresses these key questions:<p>What shifts in consumer behavior and technology adoption will have the greatest impact on ad spending in …

Black Lives Matter

Digital Ad Spending to Pass TV in U.S. by 2017, New Forecast Says

Global ad revenue will grow 4.8% to $536 billion in 2015, according to a new forecast from Magna Global. That's roughly in line with the group's last …

Strengthen Your Strategic Thinking Muscles

Have you been told that you need to be more strategic? Whether through 360 feedback or after a failed promotion attempt, being told that you aren’t strategic enough really stings. Worse is when you try to clarify what “more strategic” would look like and get few tangible suggestions.<p>Being more …

Brand Challenge: Is There a ‘Recipe’ for Going Viral?

Digitally savvy brands that meet consumers on their own terms can drive greater engagement, write Google’s Kelli Wasuri and Gopi Kallayil in this …

Marketing

Major Ad Buyer Tells Magazines It Won't Buy Tablet Circ Like It's Print Any More

MediaVest, an influential media-buying agency with clients including Coca-Cola, has told at least eight publishers that it will no longer count iPad …

Nielsen at a Tipping Point? Accelerating Change Confronts Methodical Researchers

Click to enlarge the chart<p>Nielsen's TV measurement first faced a major crisis of confidence more than 20 years ago, amid growing skepticism from …

Capitalism Needs Design Thinking

<i>Tim Brown and Roger Martin have been talking to each other about design thinking since 2002, and their influence on each other’s thinking has helped to shape the way the discipline has been practiced in the business world since. This is an edited excerpt of their most recent conversation, moderated</i> …

Two Words That Kill Innovation

Over the past 50 years, management practices have become ever more scientific and quantitative. Managing by the numbers, using business analytics and leveraging Big Data are all considered to be unalloyed goods, indicative of enlightened management. Without question, data and analytics have their …

Strategy Study 2014 | A.T. Kearney

3 Terrible Strategies for Companies Seeking Growth

Some call it a depression. Some call it a never-ending recession. Some call it a disconnect or a decoupling. Some call it a not-quite recovery.<p>Here’s the truth. Econ doesn’t have a word for whatever we’re in…because whatever we’re in flouts the so-called laws of economics. Quarterly results look …