Marketing & Sales Insights

Article

Deactivate your digital-marketing autopilot

– Relying on agencies and aggregators to manage your digital spend may trade competitive advantage for convenience. Companies like KFC are taking a different approach.
71% of consumers expect companies to deliver personalized interactions—and three quarters will switch if they don’t like their experience.
Article

The new key to automotive success: Put customer experience in the driver’s seat

– Customer experience has replaced hardware engineering prowess as carmakers’ critical battleground. Here’s how incumbent... brands can effect a bold, fast transformation.
Article

The value of getting personalization right—or wrong—is multiplying

– This Next in Personalization 2021 Report reveals that companies who excel at demonstrating customer intimacy generate... faster rates of revenue growth than their peers. And the closer organizations get to the consumer, the bigger the gains.
Article

US holiday shopping 2021: Strong demand meets big challenges

– As holiday shopping ramps up—and supply-chain issues persist—forward-looking retailers are already doing things differently.... Maintaining customer loyalty will be key.
Article

US consumer sentiment and behaviors during the coronavirus crisis

– Amidst the Delta variant, US consumers exhibited strong optimism and spend in July and August, driven by higher-income and younger... consumers.

Consumer and B2B sentiment

Consumer

Global surveys of consumer sentiment

Consumer optimism varies by country depending on what stage each country is in the coronavirus contagion cycle.
B2B

The “next normal” of sales and how to win

Through a series of recurring global surveys, we are tracking how customers’ expectations, spending, and behaviors change throughout the crisis, across multiple countries over time.

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On-demand Webinars and Podcasts

Webcast

Emerging consumer trends in a post-COVID-19 world

– Consumer behavior underwent dramatic and lasting changes during the pandemic. How should business leaders respond?

Podcast

Serving the Black consumer is a $300 billion opportunity

– Tailor products specifically to meet Black consumer needs and wants, and not only is there economic value to be gained but also... a greater chance to meet social and moral objectives.
Article

The Black unicorn: Changing the game for inclusivity in retail

– In the age of the inclusive consumer, harnessing the power of retail can increase demand for Black-owned brands.
Interview

Managing growth and value creation in SaaS: An interview with a software leader

– Sue Barsamian, a veteran executive who now sits on several software company boards, discusses growth, product–market fit,... new tools for better metrics, and diversity in the C-suite and boardroom.
Article

Charting a winning course for CPG value creation

– In the next normal, consumer-goods companies can achieve profitable growth and outsize returns by renewing their focus on core... execution capabilities.
Article

Open-source e-commerce: The next wave of value for the enterprise

– Moving to open-source e-commerce has significant benefits, but companies must be willing to embrace a broader digital culture.
Article

Beyond COVID-19: The new consumer behavior is sticking in the tissue industry

– The changes that emerged during the lockdown are persisting. Postpandemic trends have five strategic ramifications.
Article

Five technology building blocks to power customer-centric, data-driven growth

– Personalization at scale can optimize every customer experience when executed well. What are the key success factors leading organizations... focus on to deliver customer-centric growth?
Article

Next in loyalty: Eight levers to turn customers into fans

– How do top-performing companies maximize the impact of their loyalty programs in the next normal? By focusing on customer behavior,... segment by segment.
Podcast

How CPG companies can sell online profitably

– Making a profit in e-commerce can be a struggle for consumer-packaged-goods manufacturers. Two McKinsey experts discuss the problem—and... potential solutions.
Article

When agile marketing breaks the agency model

– The journey to agile marketing can be hard. But for many marketers and agencies, it offers the opportunity to forge a better partnership.
Article

How industrial companies can put e-commerce at the heart of their growth strategy

– How can industrial companies maintain strong bonds with distributors while cultivating direct sales through e-commerce?
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