That B2B marketing opportunity appears when the Buying Center members face Buy Task challenges is a concept that is simple and obvious to the buying firm buying center and strangely only to the more perceptive B2B marketer. Here is how the Buy Task challenge plays out for the Buying Center and spells B2B marketing opportunityContinue reading “B2B marketing opportunity appears when the Buying Center members face Buy Task challenges”
Category Archives: Leadership and Management
Who is responsible for drafting the Product Innovation Charter (PIC)?
Who is responsible for drafting the Product Innovation Charter (PIC)? Is a question that innovative companies have. Well, the answer is that you must have a person at the CxO level who is the individual charged with developing the PIC. Here are some examples in say a manufacturing context:
Why Early Supplier Involvement (ESI) for innovation is so difficult
Why Early Supplier Involvement (ESI) for innovation is so difficult when it comes to execution is hard to understand. Here are some reasons why this might be happening in your organization:
2008 Radio Shack YouTube Video predicted CEO change today
The 2008 Radio Shack YouTube video alongside has an eerie feeling today as the CEO stepped down. It was somewhat sad to see that CEO James Gooch is stepping down after a mere 16 months. The stock price has declined 80% since May 2011, when Gooch took over. Sadness given that Radio Shack had that nostalgia feelingContinue reading “2008 Radio Shack YouTube Video predicted CEO change today”
Best Buy turnaround: CEO Hubert Joly is managing supplier relations and understanding store psychology
The news report that Best Buy CEO Hubert Joly will be working as a salesperson in a Minnesota Best Buy is great news just ahead of the holiday season as is the idea of managing supplier relations for competitive offerings. For Best Buy is in serious trouble with declining same store sales in eight ofContinue reading “Best Buy turnaround: CEO Hubert Joly is managing supplier relations and understanding store psychology”
Qualitative Goals in the Product Innovation Charter (PIC) are vital
Qualitative Goals in the Product Innovation Charter (PIC) are vital and more important than quantitative goals in the PIC.
Product deletion decisions: Lexmark quits Inkjet business
Product deletion decisions are tough calls to make for CEO's but Lexmark CEO Paul Rooke had to do exactly that with the Lexmark inkjet business. Lexington, Kentucky will lose 550 jobs and global job losses will be 1700 including workers in their Philippines plant. Lexmark will also sell 1000 inkjet related patents. The Lexmark shareContinue reading “Product deletion decisions: Lexmark quits Inkjet business”
Kraljic Model: Reducing risk perceptions and the 2009 Hyundai Assurance Program
The 2009 Hyundai Assurance Program is a great illustration of reducing risk perceptions even in B2C (Business to Consumer) situations. Keep in mind that the Kraljic model was originally developed to understand B2B (Business to Business) buying behavior. Kind of like relationship marketing that B2B marketers always practiced and B2C marketers have enthusiastically adopted – more as technology allowed easy availability of CRM (Customer Relationship Management) and SFA (Sales Force Automation).
Sticking to your mission statement and setting up execution routines
Organizations of all types seem to be muddling through because of an inability of two purposes of management (a) Defining your mission and (b) Set up execution routines and people; that deliver that mission.
What are the quantitative goals of innovation in your Product Innovation Charter (PIC)?
It is important to articulate your organization’s goals of innovation in your Product Innovation Charter (PIC). Your goals can be both quantitative and qualitative and they need to clearly stated so that the innovation team has a way of evaluating their own progress. And you ( the CxO) have a clear way of evaluating ideas that are presented.