Video: Knowing what you want from Big Data
Too few organizations systematically develop and test the business case for implementing a large-scale data transformation. more
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article
Applying advanced analytics in consumer companies
Big data and advanced analytics are already helping CPG companies make better and faster decisions in their day-to-day business.
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article
Under the retail microscope: Seeing your customers for the first time
New advanced analytics techniques allow companies to understand customer value in a completely different way.
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Infographic: Five digital trends shaking up Europe
Europe’s second digital “big bang” is creating profound changes that companies need to adapt to if they want to grow.
Social media users who'd recommend a brand that offered a quick but ineffective response
Social media users who'd recommend a brand providing a slow but effective solution
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videoVideo: The power of social: Let your customers tell the story
Social media’s power is in providing brand advocates with a way to amplify their comments. more
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articleHow Maersk Line made a splash in social media
Jonathan Wichmann, head of social media for the container shipping company, Maersk Line, spoke with us about how he built up a social-friendly culture that the company values. more
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videoVideo: Making data analytics work: Building a data-driven organization
Getting the most out of Big Data requires organizational design, people and processes. more
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articleBeyond the hype: Capturing value from Big Data and advanced analytics
Consumer-facing companies must be able to gather and manage the right data, turn it into insights, and translate those insights into effective frontline action. more
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videoVideo: Centralize social media monitoring, decentralize the benefits
Companies need to consider centralizing skill sets to monitor social media across the organization. more
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articleFashion sense: Leading apparel companies are looking to cities for growth
The global economy is experiencing an unprecedented shift in shopping power toward emerging-market cities. more
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videoVideo: To be social, be nimble
Due to social media, expectations are rising for companies to fix issues in closer to real time. more
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articleThe social enterprise
McKinsey partner, Lareina Yee, spoke at DemandCon about the power of social to drive growth in the enterprise. more
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videoVideo: Modern marketing: Science, art, craft
What makes companies stand out in a changing landscape is how well data, creative, and execution come together. more
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videoVideo: Three critical capabilities marketing needs
Retailers need data, process agility, and innovation. more
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articleUsing “Big Data” to optimize digital marketing
Companies have not yet reaped all the digital marketing benefits of “Big Data” and advanced analytics. more
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articleHelp your B2B salespeople improve their social media skills
As companies rely more on social-collaboration tools, some of the biggest productivity gainers are going to be salespeople. more
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videoVideo: Four actions to get the most out of social channels
Social aspects of the consumer decision journey enable consumers to speak for themselves. more
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articleInvest in technology for innovation, not productivity
Will Forrest (@ayewill) and Kara Sprague, McKinsey partners, spoke recently at the Cloud Connect conference about the need for companies to focus on technology investments that innovate business models, not improve IT productivity. more
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slideshowPresentation: Building your own growth compass: Navigating growth across markets effectively
Are you thinking at a city level? more
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articleNo need to wait for Big Data’s “promised land”
Start creating action plans for producing hundreds of models that generate revenue quickly. more
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articleCrunch time: Using Big Data to boost telco marketing capabilities
Breakthroughs in data storage and crunching power can transform the mountains of telco subscriber data into a marketing gold mine. more
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articleDriving the top line with technology: An interview with the CIO of Coca-Cola
Ed Steinike is reshaping his CIO role as The Coca-Cola Company accelerates its use of technology innovations in operations, marketing, and sales. more
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articleAdvanced analytics for better decisions
Matthew Jauchius, CMO, Nationwide Insurance, discusses what it takes to build an organization that can use advanced analytics to make better decisions and deliver value. more
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articleE-journey: Digital marketing and “path to purchase”
Telecoms players need to focus on digital channels in their sales and marketing to reap both revenues and savings. more
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article5 steps to squeeze more ROI from your marketing
To keep up with today’s channel-surfing customer, marketers need to move beyond traditional Marketing Mix Modeling. more
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articleThe sales hot zone: Take the guesswork out of selling in emerging markets
Consumer goods companies can now find out if the market is “hot” for their products more
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videoVideo: The art of the possible: Turning Big Data into retail growth
Retail executives, not technologists, need to set the Big Data agenda. more
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articleB2B Business branding
A deeper understanding of branding’s role in decision making is critical if B2B companies want their brands to drive value. more
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videoVideo: “Secret sauce” — Lessons from Amazon
Retailers who can figure out how to make places meaningful, convenient, and compelling experiences will be the ones that will win. more
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articleQuiz: What is your customer intelligence quotient?
Take this quiz to see how well you understand consumer behavior. more
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videoVideo: Becoming a successful multichannel retailer
Retailers who can figure out how to make places meaningful, convenient, and compelling experiences will be the ones that will win. more
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articleBeyond price: Changing insurance shoppers
Insurers will need to develop a more sophisticated understanding of customer segments and shopping behaviors. more
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videoVideo: Retail’s future: Go small to grow big
Retailers can find growth by getting much more granular to find opportunities for growth. more
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articleHow media companies can boost ad revenues
Publishers can package their insights about their site visitors and deliver them as hot leads to advertisers. more
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articleDriving digital change
McKinsey partner David Edelman joined Beth Comstock, CMO and SVP of GE, Sanjay Gupta, CMO of Allstate, and Laura Desmond, CEO at Starcom MediaVest Group, on a panel at Adobe’s recent CMO Connect event. more
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articleHas the app economy peaked?
The app explosion has been a huge driver of the success of the smartphone. But people are becoming less willing to pay for those apps. more
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articleName your price: The power of Big Data and analytics
A new generation of pricing and revenue management practices can lead to meaningful results quickly. more
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videoVideo: Advanced analytics: Three most important lessons
Matt Jauchius, CMO of insurance company Nationwide, explains what the three most critical lessons for him have been to drive and demonstrate growth. more
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videoVideo: Advanced marketing analytics and better decisions
Matt Jauchius, CMO of insurance company Nationwide, explains how advanced analytics helped the company make better allocation decisions to improve marketing return on investment (MROI) on millions of dollars. more
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slideshowPresentation: Digital luxury customer experience
While a number of leading brands have embraced digital, most companies still have not made digital a core part of their growth strategy. more
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articleGetting into your customers’ heads: An interview with the COO of Electronic Arts Labels
The success of Electronic Arts once hinged on managing relationships with retailers. Today, EA is learning how to use technology to get closer to its customers—the gamers themselves. more
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articleFor Big Data to work, you need intuition
David Edelman spoke recently at ADSCON about data science in advertising, focusing on how companies should use data to get a broader - and more accurate - picture of their customers. more
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articleMobile shopping is much more than shopping
McKinsey partner David Edelman spoke recently at the National Retail Federation with Martine Reardon, from Macy’s, and Suzan Kereere from American Express about innovations in mobile shopping. more
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articleGoing mobile brings old ideas to life, in new ways
Mobile in the home, for video, and entertainment is going to create many new opportunities for a broad array of players. more
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articleBig Data: Stand and deliver in 2013
The “weight of responsibility” will shift from the data to the organization so that it can be agile and responsive enough to make those minute-by-minute adjustments and decisions. more
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articleTo win the retail battle, think small in 2013
It’s time to get really granular to find growth. more
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articlePresentation: On-demand engagement
STANFORD – McKinsey's David Edelman explains how marketing today means being where your customers are, giving them control, personalizing their journey, and making it easy. more
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articleRetail Marketing and Branding: A definitive guide to maximizing ROI
Success in retail today requires business leaders to get the balance between science, art, and craft just right. more
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articleMarketing & IT in the Age of Big Data
At the NCDM conference, McKinsey’s Tim McGuire discussed how companies need to find talent that understands both marketing and technology. more
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articleRetailers: Mobile is for “serving” your users
Mobile is now the 24-7 concierge of the modern retail environment. But retailers still think of it as just another communications tool. more
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articleTurn customer care into “Social Care” to break away from the competition
Social care is about more than saving money; it’s about providing a better customer experience. more
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articleMeet the ghost of marketing future: $200b for growth
Not that we’re comparing marketers to Scrooge, but the allegory of a crossroads from A Christmas Carol fits well with where marketing is today. more
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articlePresentation: Transform the way you market at social scale
STANFORD - Salesforce.com's Hilarie Koplow-McAdams, President, Commercial/SMB Business Unit, and Michael Lazerow, Chief Marketing Officer, look at how companies are not just adapting to the social revolution but also thriving. more
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articleHoliday shopping trends: Making a list and checking-in twice
With the holiday season underway, retailers are experimenting with new ways to capture the imagination and attention of consumers. more
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articleTarget: Going Deep on Engagement
Target CMO, Jeff Jones, explains what it takes to build a meaningful multichannel experience for their customers. more
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articleRetail 4.0: The future of retail grocery in a digital world
Grocery store consumers are defining the trends that will shape this new generation of sales growth. In response, stores are changing how they do business. more
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articleDigital luxury experience 2012: From customer experience to impact
Many executives have underestimated the extent to which digital channels will drive growth in the luxury goods market in the next five year. more
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slideshowPresentation: Mobile advertising in an on-demand world
Mobile is creating an on-demand customer experience that requires companies full interaction. more
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articleMobile Has Created The Veruca Salt Doctrine: I Want It, And I Want It Now
Mobile has delivered ubiquitous connectivity, and customers now expect meaningful information, service, and content from brands. more
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articleMaking sense of e-detailing in Japan’s pharmaceutical sector
After much trial and error, pharmaceutical companies might be on the cusp of a promising new electronic sales strategy – and Japan is leading the way. more
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articleGilt Groupe: Using big data, mobile, and social media to reinvent shopping
Gilt Groupe provides instant insider access to today’s top designer labels and has grown to a half billion in sales since its founding. Co-founder Alexis Maybank talks about how they did it more
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articleHow ‘social intelligence’ can guide decisions
By offering decision makers rich real-time data, social media is giving some companies fresh strategic insight. more
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videoVideo: 3 ways to optimize digital sales
Sales leaders need to create a customer experience that leads the buyer through the purchase process and beyond. more
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videoVideo: Three steps to close the digital sale
To boost growth, sales leaders need to understand where digital creates value for them and their customers more
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articleEight trends shaping digital marketing in the auto industry
Marketers need to shift digital marketing into overdrive to enable a new, highly effective, targeted, and “real-time” approach to customers. more
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videoVideo: The key to Big Data is keeping it simple
Reducing the complexity of big data to simple guidelines can help sales leaders drive growth. more
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articleKnow your customers wherever they are
Retailers often don’t know that a customer who hits many touchpoints is the same person. They should. more
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articleThe Social Enterprise: How your customers produce and consume in the social world
B2B customers are becoming more social, and their expectations are changing rapidly. more
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videoVideo: The sales science behind Big Data
For sales leaders who can figure it out, Big Data can drive massive growth. more
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videoVideo: How companies use Big Data to drive growth
To take advantage of Big Data, companies have to put big data at the heart of their sales organization – from recruiting talent to processes. more
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articlePutting big data and advanced analytics to work
Companies must focus on the big decisions where better data and models will improve marketing return on investment (MROI) more
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articleSimplify Big Data – or it’ll be useless for sales
3 lessons to make Big Data help sales reps rather than making their lives harder more
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articleAmazon’s Secret Sauce
Fanatical attention to customer needs and smart tech investments underpin e-commerce excellence and customer loyalty. more
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articleGetting beyond the buzz: Is your social media working?
Companies need a Social GRP to measure and manage the business value of social media. more
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articleWhat you need to make Big Data work: The pencil
Building out Big Data capabilities too often becomes the end goal itself. more
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videoVideo: Being a courageous sales leader
Sales leaders can boost growth by having the courage to make change happen. more
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articleSteal that idea: 5 Smart ways presidential candidates mine Big Data
CMOs would do well to learn a thing or 5 from the campaigns about connecting the right message with the right people. more
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articleHow to reach today’s “channel-surfing” customers
What does it really mean to be a multichannel retailer today? Companies need to focus on the details. more
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videoVideo: Rebirth of the Salesman
The “old” sales person may no longer be relevant today, but sales leaders are critical in today’s digital and data-heavy environment. more
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articleAct like a local: How to sell in emerging markets
Emerging markets can be fertile ground for enormous sales growth, but each market has its own unique hurdles. more
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videoVideo: How 1 company used 5 sales strategies to drive growth
A high tech company implemented five sales growth strategies to beat the market and its competitors year after year. more
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articleMaking advanced analytics work for you
Fully exploiting data and analytics requires three mutually supportive capabilities. more
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videoVideo: Sales management at heart of business growth
The “art of the sale” lies in five proven strategies more
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articleThe future of brick & mortar retail in the digital era
The rapid change in shopping behavior is creating massive strains on brick & mortar retailers, who need to not just adapt but get ahead. more
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videoVideo: Keep Big Data simple for the sales rep
For Big Data to be effective, the insights have to be simple. more
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slideshowAre your digital channels driving growth?
Creating a great customer experience requires good data, content, and engagement programs across the entire decision journey. more
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McKinsey Global Institute, reportThe social economy: Unlocking value and productivity through social technologies
Twice as much potential value lies in using social tools to enhance communications, knowledge sharing, and collaboration within and across enterprises. more
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Sales Growth TV, videoSales growth is everywhere: Tapping into micromarkets
McKinsey partner Jon Vander Ark explains how "averages lie" and how the best sales leaders find growth in established markets by going deep and granular. more
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slideshowPresentation: Big data and micromarkets
Big data analysis can help businesses take the next step into new, untapped markets. more
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videoVideo: Data: Building sales talent for data analytics
Analytics has to be a core capability of sales teams. more
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articleDon’t forget offline: Insurers need to be where their customers are
Direct distribution is the key to growth for carriers, but few have the capabilities – or the channel strategy – to do it well. more
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videoVideo: Get small to grow big in micromarkets
Opportunities for growth are often nearby if you can look beyond broad averages. more
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videoVideo: Sales needs to work with marketing to find growth
Sales and marketing need to overcome traditional rivalries to find growth. more
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videoVideo: Sales growth is everywhere: Tapping micromarkets
Sales leaders need to go beyond broad data and report to find pockets of growth at the granular level. more
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videoVideo: Training talent in emerging markets
Sales coaching is vital to sustaining growth in emerging markets more
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videoVideo: Investing in sales partners on the ground
Finding the right partners is critical to performing well in an emerging market more
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videoVideo: How one company expanded into an emerging market
Sales leaders need to win on a local level. more
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slideshowPresentation: Sales Growth – Five proven strategies from the world’s sales leaders
Sales Growth reveals the strategies and models of over 100 reputable sales leaders. more
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articleSelling into micromarkets
Micromarket strategy has emerged as the most potent new application of big-data analytics in B2B sales. more
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videoVideo: Three steps for breaking into emerging markets
Discovering what makes a market “tick” means getting on the ground. more
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videoVideo: Investing in trends – sales leaders’ secrets
Having confidence in an investment takes not only courage, but also a system of calculations to deliver positive returns. more
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videoVideo: How sales leaders prioritize trends
Sales leaders deliberately allocate a portion of resources to focusing on trends. more
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slideshowPresentation: Understanding shifts in consumer behavior
The consumer move to digital has unleashed a treasure trove of data for companies that know how to use it. more
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videoVideo: The power of sales coaching to drive growth
Front line managers are key in driving change in the performance of sales representatives. more
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videoVideo: Sales leaders find business growth in trends
Successful sales leaders can consistently spot and profit from long-term trends makes. more
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videoVideo: Innovation in mobile and Foursquare
Much of the value of Foursquare is in how developers use the APIs more
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videoVideo: Social media habits by geography
Despite broad commonalities, there is significant variance in habits by geography. more
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videoVideo: US presidential candidates go local and social
Social media has become a part of presidential electioneering. more
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videoVideo: How sales leaders find growth
Spotting opportunities in different markets can drive both top and bottom line growth. more
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slideshowPresentation: Driving growth in B2B through digital
B2B customers are moving to digital in overwhelming numbers; companies need to keep up. more
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article, McKinsey QuarterlyMeasuring marketing’s worth
You can’t spend wisely unless you understand marketing’s full impact. Here are five questions executives should ask to help maximize the bang for their bucks. more
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videoVideo: Building banks around the customer
McKinsey partner Fabian Hieronimus reveals how banks should embed the customer viewpoint into the organization to grow again. more
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videoVideo: Winning over the customer
The new era of banking requires extensive training at the local branch level. more
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videoVideo: “Customer-centric” banking in four steps
Banks need to simplify their processes to connect with customers and drive topline growth more
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videoVideo: Bank profits in becoming customer-centric?
A customer-centric initiative can lead to top line growth and a reduced attrition rate. more
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article
Unleashing the power of algorithmic marketing
A new, scientific form of marketing is disrupting industries. It will require companies to consider new strategies, technologies, and talent to profitably use "big data" and fast computers. more
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articleThe challenges of using digital technologies
Executives are focusing on three digital trends, but are concerned that their resources won't be enough to reach their goals. more
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articleSeven strategies to beat the retail apocalypse
Retailers need to understand and exploit their multichannel advantages if they want to survive in a digital world. more
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videoVideo: The Number One challenge marketers face
CMOs need to be better connected with the CEO and the rest of the C-suite more
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videoVideo: Data: The real promise of social/local/mobile
Companies need to track their social/local/mobile efforts for the data that can help them better understand their customers. more
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articleHow consumer healthcare companies can leverage social media
The online buzz in one product category—namely, over-the-counter medications—shows how makers of consumer health-care products can benefit from social media. more
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videoVideo: Challenges of creating a great customer experience
For a consistent customer experience across all touchpoints, companies need make significant operational changes. more
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videoVideo: B2B companies: The new rules of the digital game
It all starts with understanding the customers’ decision journey. more
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article
Demystifying social media
As the marketing power of social media grows, it no longer makes sense to treat it as an experiment. Here’s how senior leaders can harness social media to shape consumer decision making in predictable ways. more
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articleSales Growth: Five Proven Strategies from the World’s Sales Leaders
Our book focuses on what’s on every leader’s agenda in today's turbulent business climate: growth. more
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videoVideo: The four simple rules of customer engagement
Building relationships with customers requires trust and listening. more
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videoVideo: Social can turn customers into advocates
Social media can turn loyal customers into helpful brand advocates. more
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videoVideo: Launching a car through social and digital
Social media provides great awareness for a fraction of the cost. more
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videoVideo: Finding authentic stories
Your employees can be your most effective, and trustworthy, brand advocates. more
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videoVideo: Digital and social are the world’s greatest enablers
Social media provides critical reach and an important mechanism for harnessing brand advocates more
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videoVideo: The metrics that matter
Companies need to focus on those metrics that reflect value. more
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videoVideo: Measuring engagement — it’s about the sharing
The most valuable content is those pieces that your customers want to share. more
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videoVideo: Market your products and messages to customer “archetypes”
A good marketing campaign will zero in on and market what the customers “see themselves as.” more
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articleThe trouble with travel distribution
It’s among the biggest e-commerce markets, and maybe its most turbulent. To compete, players must define their place in travel’s next wave more
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articleMobile money: Getting to scale in emerging markets
Financial services using mobile phones can fill a needed gap if providers can overcome initial hurdles. more
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articleGaming expands its presence in the digital universe
Update your business model for reaching your customers now that (nearly) everyone’s a gamer. more
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articleJohn Battelle: Building the conversation economy
John Battelle, the founder and executive chairman of Federated Media Publishing, explains what it means to understand content not as a constellation of sites, but as a system of conversations. more
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articleBreak those old brand habits
The same old way of doing things won’t help you grow. Marketing and sales leaders need to take a hard look at how their brands are performing more
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videoVideo: How the role of brands has changed
Brands are becoming ambassadors as consumers lose trust in them. more
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videoVideo: The four characteristics of successful marketing campaigns
Great marketing campaigns are all about understanding your audience. more
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articleValue in an evolving multichannel world
Josh Leibowitz and Aaron Rettaliata jointly spoke at the National Retail Foundation annual convention about steps retailers can take to improve value perception and pricing execution in a multichannel world. more
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articleGetting to “the price is right”
Companies can increase profit margins significantly if they can just get granular enough with their pricing more
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article
Sales Growth: Five Proven Strategies from the World’s Sales Leaders
Through interviews with 110 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth more
