Business Intelligence

BI is more than just corporate reporting. It's a way to improve decision making, to cut costs, and to identify new business opportunities.

  • White Papers // Jan 2010

    Looking For Growth In All The Right Places

    What are the sources of corporate growth? If you take a middle-of-the-road view of markets, as many executives do, the answers may surprise you: averaging out the different growth rates in an industry's segments and sub-segments can produce a misleading view of its growth prospects. Most so-called growth industries include...

    Provided By Chief Executive Group

  • White Papers // Jan 2010

    Do You Know The 'Voice' Of Your Customer?

    How well do you know the business issues driving your customer's decision process? Without this bit of strategic insight, your company's vision may fail to take root or a well-intended product may turn out to be irrelevant or difficult to sell. You can greatly improve your chances of succeeding in...

    Provided By Bloofusion

  • White Papers // Jan 2010

    Customer Advisory Board: Frequently Asked Questions

    Many companies, both large and small, are considering or are already running customer or partner advisory boards. These sessions can be very effective tools to gain feedback on strategic priorities and company direction while solidifying relationships with top customers. This paper provides few answers to some of the most commonly...

    Provided By Bloofusion

  • White Papers // Jan 2010

    Mergers And Sequential Innovation: Evidence From Patent Citations

    An extensive literature has investigated the effect of market structure on innovation. A persistent concern is that market structure may be endogenous to innovation. Firms may choose to merge so as to capture information spillovers or they may choose to merge so as to dampen competition in innovation. These two...

    Provided By Board of Governors of the Federal Reserve System

  • White Papers // Jan 2010

    How Much Should You Spend On CRM?

    Everyone is installing Customer Relationship Management (CRM) systems today. Millions of dollars are being spent on software, hardware and CRM personnel. Few companies have done any significant cost justification. If they were, their spending patterns might be quite different. What is CRM supposed to do? There are two tasks: customer...

    Provided By Database Marketing Institute

  • White Papers // Jan 2010

    Building Integrated Branding Strategies

    Brands can be a company's most valuable intangible assets. The research has indicated that companies with strong brands earn up to 5 percentage points higher total return to shareholders than their industry counterparts. While part of this return is attributable to better current performance, the rest reflects the expectation that...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Creating Leading-Edge Marketing Organizations

    The rapidly changing marketing environment is making it harder than ever for marketers to compete effectively. Many traditional approaches to organizing the marketing function result in a group that can't respond to evolving market complexity quickly enough. Recognizing this challenge, marketers are struggling to reinvent their marketing organizations so decision...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Driving Profitable Growth Through Improved Customer Loyalty

    Improving customer loyalty has clear, quantifiable benefits. The paper shows that improving customer migration can bring four times the economic impact typically achieved by reducing attrition rates alone. Yet as attitudes change, new competitors enter, and technology evolves, customer loyalty is declining across a broad range of industries. To meet...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Creating Leading-Edge Selling Approaches

    No marketing area is changing more than sales and channel management. And with the proliferation of new sales channels and technology-enabled selling, most companies now have the opportunity to transform their selling organizations. A lower-cost sales platform and improved customer service can actually drive incremental revenue. Strategy design involves equal...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Translating Market Knowledge Into Profitable Business Solutions

    Developing effective strategies across a range of marketing disciplines - including branding, pricing, segmentation, and marketing spending effectiveness - requires broad insights into customers and their needs. Author establishes clear objectives that align with business realities, review the client's existing research to assess the need for new work, and then...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Maximizing The Effectiveness Of Marketing Spending

    Current marketing spending levels are unsustainable. Increasingly, CEOs are demanding that marketing executives do more for less with their marketing budgets. Careful attention must be given, however, to how spending is restructured. Cuts in spending risk near-term brand performance and long-term brand equity. Doing more with less requires new approaches...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Maximizing Shareholder Value Through Effective Pricing

    For all too many companies, pricing is the most overlooked profit lever. On average, a 1 percent increase in price drives a 14 percent plus boost in operating profit dollars. Nevertheless, many companies do not understand the pricing dynamics they face, fail to give pricing the management care and attention...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    Accelerating Profitable Growth Through Innovative Marketing Strategies

    Marketing strategy innovators are unlocking enormous value and creating leadership in their industries. Their success reflects an insightful response to new customer behavior as well as an ability to capture the potential of new marketing technologies. In many cases, these marketers are shifting away from a traditional marketing approach that...

    Provided By McKinsey & Company

  • White Papers // Jan 2010

    On the Move Creating a Culture of Business Growth

    As the global economic recovery slowly gathers pace, many companies remain focused on preventing further financial losses rather than ensuring future gains. They simply ducked for cover during the recession, trimming staff, paring research and marketing budgets, and curbing other costs wherever possible. Sensible moves, no doubt, given the gravity...

    Provided By Economist Intelligence Unit

  • White Papers // Jan 2010

    Racial Bias In Hiring: Are Emily And Brendan More Employable Than Latisha And Jamal?

    Though racial inequality in the U.S. labor market is understood as a persistent problem even today, it has been difficult to measure how such discrimination works. Do employers actively discriminate against African-American job applicants? Can such discrimination be proven? What is the effect of improved credentials for African-Americans? This study...

    Provided By University of Chicago (Booth)

  • White Papers // Jan 2010

    Why CRM Is Failing

    Despite millions invested in it, Customer Relationship Marketing (CRM) does not seem to deliver the benefits that it promised, and may, after all, be a failure. Why has it failed? CRM is based on four assumptions, all of which are open to question: One to One marketing is an achievable...

    Provided By Database Marketing Institute

  • White Papers // Jan 2010

    Taking Leadership Research Global

    The objective of the paper was to promote rigorous and relevant research on leadership-broadly defined as influencing people to contribute willingly to the good of the collective, as well as coordinating and guiding the collective to achieve its goals- and to develop a sense of community among leading scholars coming...

    Provided By INSEAD

  • White Papers // Jan 2010

    The Global Business Leader

    Leadership has nothing to do with titles. J. Frank Brown, the Dean of INSEAD, has met a lot of CEOs in his two-and-a-half decades in business and many of them are little more than LINOs - Leaders In Name Only. "A lot of people talk about leadership and not that...

    Provided By INSEAD

  • White Papers // Jan 2010

    Building Global Brands In Asia

    Look closely at the top 100 Global Brands, according to Interbrand and BusinessWeek, and one will see many European and North American favorites that have given great products or services over many years. What one won't see on that list are many Asian firms, apart from some notable companies in...

    Provided By INSEAD

  • White Papers // Jan 2010

    Advertising On The Web: How Content Affects The Buying And Selling Of Ad Links

    The internet has become an important medium for doing business internationally. The opportunities are enormous, yet there are still many practical questions that managers of commercial websites need answering. Zsolt Katona, an INSEAD PhD candidate in marketing, addresses some of these points on advertising on the World Wide Web. "The...

    Provided By INSEAD

  • White Papers // Jan 2010

    Cost Innovation And The Dragons

    Cost innovation' sounds like an oxymoron. Most of ones associate innovation with greater functionality and sophistication. Mainland Chinese companies, however, are turning conventional business models on their heads and these 'dragons' are making inroads into markets in ways that would have been unimaginable just a few years ago. The author...

    Provided By INSEAD

  • White Papers // Jan 2010

    Innovation: Using Externally-Oriented Or ?X? Teams Can Prove A Winning Strategy

    Good teams can often fail when it comes to innovation. The reason such teams fail is not because of a lack of talent or they can't work together, but because they don't take into account external stakeholders and conditions. "Good teams often fail because they don't work consistently and effectively...

    Provided By INSEAD

  • White Papers // Jan 2010

    Create The Right Sort Of Buzz About Your Products

    How important is word of mouth, more popularly known as buzz, for the success of the new products? Some companies rely on product placement in movies or the endorsement of a sports star or pop singer to help create a buzz about their particular brand. But according to INSEAD Professor...

    Provided By INSEAD

  • White Papers // Jan 2010

    Marketing: How Behaviour Prediction Can Help To Reinforce Good Habits But Break Bad Ones

    Human beings are creatures of habit. Many of the actions are repetitive and require little conscious thought or effort. However, according to a new study, by predicting the behavior one can actually reinforce good habits and break bad ones. Consequently, the researchers found that when behaviour is normative, the mere...

    Provided By INSEAD

  • White Papers // Jan 2010

    Marketing In A Downturn: Time To Push The Panic Button?

    In a crisis, consumers generally start to rein in their spending and save more - just in case. But how should companies then market their goods and services in a downturn? In a new working paper by INSEAD professors 'Paddy' V. Padmanabhan and Pushan Dutt called 'When to push the...

    Provided By INSEAD

  • White Papers // Jan 2010

    Technological Innovation In The Middle East

    When one think of the regions of the world that are pushing ahead with technological innovation, one would not necessarily think of the Middle East straightaway. But according to a recent global innovation index, countries there are starting to make a name for themselves in tech circles. INSEAD Professor in...

    Provided By INSEAD

  • White Papers // Jan 2010

    When Worlds Collide: The Internal Dynamics Of Organizational Responses To Conflicting Institutional Demands

    Institutional theory suggests that organizations are strongly influenced by the pressures for the compliance exerted by their institutional referents. Yet, organizations are increasingly subject to conflicting demands imposed by their institutional environment which makes full compliance impossible to achieve because satisfying some demands will require ignoring or rejecting others. Although...

    Provided By INSEAD

  • White Papers // Jan 2010

    Unveiling Latin America's Economic Success

    A lot of attention has been focused on the remarkable economic success of China, India and other Asian countries. So much so that the rise of Latin American companies as major players on the international economic scene has almost gone unnoticed." Latin American companies have fallen through the cracks," says...

    Provided By INSEAD

  • White Papers // Jan 2010

    We Should Heed The Lessons Of The Collapse Of The ?Golden Age?: A Personal View

    It seemed like it was never going to end - the rise of the economy, the increased prosperity, the bull stock market. Forbes magazine said it would be 'recognized as a golden age of American industry." This was in the summer of 1929, but then the US economy collapsed. From...

    Provided By INSEAD

  • White Papers // Jan 2010

    Re-Skilling Europe For The New Global Knowledge Economy

    Europe today is suffering from a skills shortage, made even worse by the economic crisis. Over the past decade, many business leaders have stressed that Europe is simply not producing, attracting, or retaining sufficient numbers of scientists, engineers and IT specialists to meet the requirements of its industries, and the...

    Provided By INSEAD

  • White Papers // Jan 2010

    Global Outlook: Big Spenders And Penny-Pinchers

    In the US, extravagance is a normal way of life. In China, it is a sin. Such contrasting consumer psyche between the two economies needs to be evened out before a sustained recovery of the post-bubble global economy can be achieved in the longer run, says Stephen Roach, chairman of...

    Provided By INSEAD

  • White Papers // Jan 2010

    Porsche Also Makes Great Cars, Remember?

    The global automobile industry is in a shambles, with a share in Ford Motor Company selling for less than a Starbucks latte, and GM and Chrysler fighting for their survival. Somewhere in all this chaos the Porsche family has managed to create two highly-profitable automobile firms that are the world...

    Provided By INSEAD

  • White Papers // Jan 2010

    Are You Planning To Relocate For Work?: Find Your Next Job In A New City Or State

    With the recent shifts in the economy, many people are widening their job search and planning a move to a new city or state. Before you relocate for work, here are some budget-conscious ways to make a smooth move. Before relocating for work, make sure to consider your family's needs....

    Provided By Bank of America

  • White Papers // Jan 2010

    CRM Spending Report: Growth Returns Amid Shift In Buying Patterns

    CRM clearly will never see the wild upthrust in spending that it enjoyed in the years before the economy hit the skids, but customer relationships are more important than ever to the enterprise as it struggles in an uncertain economy to differentiate itself from competitors, inspire loyalty, reduce overhead and...

    Provided By CustomerThink

  • White Papers // Jan 2010

    CRM Needs IT And Marketing To Work Together

    Whole swathes of literature purporting to offer the very best of CRM give scant mention of marketing and when it is mentioned the word seems totally interchangeable with sales. Yet, at the heart of CRM is the customer, not the process. And what the customer simply needs is the service/product...

    Provided By CustomerThink

  • White Papers // Jan 2010

    With CRM Success As Unpredictable As New England Weather, Here Are Strategies To Improve Sales Force Adoption

    New Englanders - city folks mainly - often buy groceries at the first forecast of snow, clearing out store shelves hours before the first snowflake falls. However, New England weather is unpredictable, and sometimes the snow never arrives, leaving refrigerators full of food that goes to waste. Some companies are...

    Provided By CustomerThink

  • White Papers // Jan 2010

    Treating Change Management Deployment As A Project

    Over the past several years, Prosci has seen a growing number of clients work to deploy change management more broadly throughout their organizations. Unlike project management, where the competency can be built in to a select number of certified practitioners, change management is a leadership competency that lets organization be...

    Provided By Prosci

  • White Papers // Jan 2010

    Executives And Senior Leaders: Importance And Role

    This paper is focused on the role of the change management specialist and a high-level overview of the five roles in change management. This paper focuses on the importance and role of executives and senior leaders as sponsors of change. It shares the three roles of sponsors in times of...

    Provided By Prosci

  • Case Studies // Jan 2010

    Zero To Hero: Helping A Pharma Company Start Up Global Operations To Deliver A Potentially Life-Saving Antiviral

    A pharmaceutical startup company received U.S. Food and Drug Administration approval for a promising antiviral. But before it could get a signed contract, it needed to guarantee quick delivery of large quantities of the drug. Deloitte helped the company in its efforts to ramp up global manufacturing and distribution from...

    Provided By Deloitte LLP

  • White Papers // Jan 2010

    Men Vs. Women: 2008 Survey Of Health Care Consumers

    When it comes to health care attitudes and actions, the divide between the two genders is wide. The findings of the inaugural 2008 Deloitte Survey of Health Care Consumers, a comprehensive online poll of more than 3,000 participants, revealed substantive differences in how women and men select, finance and manage...

    Provided By Deloitte LLP