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Article

Sales incentives that boost growth

– Not all sales compensation is the same. Structuring incentives using these four building blocks, can improve the bottom line.
Article

Unlocking Sri Lanka’s digital opportunity

– There are enormous growth opportunities in Sri Lanka for companies that boost their Digital Quotient in four critical dimensions.
Article

Amazon Prime Day: What the real lessons are

– Prime Day has emerged as a mammoth shopping event. But surprising insights are reshaping the retail sector.
Article

From lab to leader: How consumer companies can drive growth at scale with disruptive innovation

– In the era of “fast products” and digital disruption, delivering growth requires putting in place new predictive consumer-growth... capabilities, including innovation, based on speed, agility, and scale.
Article

How traditional insurance carriers can disrupt through personalized marketing

– Last year, our colleagues in the Marketing and Sales Practice published a piece on personalized marketing. We have adapted the... framework they presented to the insurance industry.
Interview

Making the most of marketing technology to drive growth

– Winning in the martech revolution requires tech, of course, but leaders often forget that it needs a couple of key additions too.
Article

Personalization at scale: First steps in a profitable journey to growth

– Personalized communication with every customer is the future of marketing. McKinsey partners Julien Boudet and Kai Vollhardt say... it’s easier than many marketers think, if you begin with the data you have.
Article

No customer left behind: How to drive growth by putting personalization at the center of your marketing

– Successful personalization at scale requires four elements working in tandem. Here’s how marketing leaders build the operating... model to make that happen.
Article - Sloan Management Review

Why customer experience is key for loyalty programs

– Research shows that monetary rewards are not the only drivers of customer-loyalty programs. Experiential rewards provide greater... long-term benefits.
Article

The most perfect union: Unlocking the next wave of growth by unifying creativity and analytics

– Companies that harness creativity and data in tandem have growth rates twice as high as companies that don’t. Here’s... how they do it.
Article

Master the challenges of multichannel pricing

Retail customers may accept different prices on different channels.... But are retailers ready to manage the complexities?
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