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Article

What the future science of B2B sales growth looks like

– Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth.
Podcast

Driving business growth by zeroing in on the consumer decision journey

– A big part of driving marketing-led growth is getting into, and remaining part of, consumers’ initial consideration set... of brands to shop. Companies can give themselves a leg up by making that a priority.
Article

Subscription myth busters: What it takes to shift to a recurring-revenue model for hardware and software

– The benefits of moving to flexible subscription pricing are closer than they appear, but common misconceptions hold companies... back.
Article

A virtuous cycle for growth: Finding profit after the initial sale

– Advanced analytics can extend the profit life cycle for carmakers who know how to use it.
Report

Double-clicking on the Chinese consumer

– A rising post-90s generation is emerging as a strong engine of consumption, in one of four important new trends in the Chinese... consumer landscape.
Article - McKinsey Quarterly

Putting the right price on customer interactions

– Consumers are willing to pay more for choice in their interactions, yet most companies remain perplexed about which ones their... customers really want—and how much to charge for them.
Article

Global customer and channel management: What the best CPG companies do

– To excel in customer and channel management, consumer-goods companies must emphasize different capabilities in different markets.... Which ones matter most, and where?
Article

What shoppers really want from personalized marketing

– What customers want and what businesses think they want are often two different things. Here’s what customers are looking... for.
Article

What enterprise-technology companies must know to drive digital-sales growth

– B2B companies often achieve subpar results from digital-sales initiatives—and tech companies are not immune to this problem. How... can they reverse the trend?
Podcast

Discussions in digital: Moving B2B companies into the digital world

– Digital has changed how B2B leaders meet customer demands, but not in all the expected ways.
Article - McKinsey Quarterly

When B2B buyers want to go digital—and when they don’t

– New research indicates where to focus digital investments so that they will reap rewards in online and face-to-face channels.