Failing to zero-base opportunities account by account can leave sales executives flying blind with their market approach. Kate Woolley, a partner with Bain's Customer Strategy & Marketing practice, shares how leading companies use a rigorous zero-based approach at the account level to get a clear view of revenue potential in the market. Related: Stop Flying Blind in Sales
Bain research has identified the most important things that businesses value when consuming business services and products and have codified those in the Elements of Value. Lori Sherer, a partner with Bain’s Advanced Analytics practice, discusses how two companies used data and analytics to enhance the value of their services. Read more in the Harvard Business Review: The B2B Elements of Value
As chemical companies look to gain a competitive edge from digital technology, executives can become overwhelmed by the vast array of options. Thomas Kwasniok, partner in Bain's Chemicals practice, discusses three things chemical executives can do to prepare their companies for digital opportunities. Related: Accelerating Digitalization in Chemicals—Five Questions for CEOs
A clear strategy is crucial in developing lasting relationships with customers. André Chaves, a partner with Bain’s Customer Strategy & Marketing practice, outlines three major steps companies should take to create a solid customer strategy, before investing in technology. Related: Customer Lifetime Value—A Better Compass to Guide Your Marketing Automation
Torsten Lichtenau, a partner with Bain's Digital practice, shares the broad benefits of digital technologies discussed at the World Economic Forum's annual meeting and weighs the effect the ongoing global digital transformation is having on jobs.
Why do digital transformations exceed expectations at a lower rate than broad-based transformations? Manny Maceda, who leads Bain's Global Transformation practice, hosted a panel at this year's World Economic Forum. He shares insights and perspectives from a chairman, a chief executive officer and a chief digital officer on what makes a successful digital transformation. Related: A Step-by-Step Guide to Digital Transformation
Giants like Amazon and Google are going head to head with local players in Southeast Asia e-commerce, creating a unique competitive environment. Sebastien Lamy, a partner with Bain's Consumer Products practice, outlines two routes companies can take to thrive in this fast-moving market. Read the Bain Brief: So You Want to Win in Southeast Asia E-commerce?
Southeast Asia’s digital landscape is evolving at an extremely fast pace. Sebastien Lamy, a partner with Bain's Consumer Products practice, explains how a surge of new digital consumers is propelling the growth of the region’s digital economy. Read the Bain Brief: So You Want to Win in Southeast Asia E-commerce?
With increasing importance of data for business use, companies must respond to the advanced analytics imperative. Chris Brahm, who leads Bain’s Advanced Analytics practice, shares six principles, which if implemented correctly, can help companies reach their full potential of advanced analytics. Read the Bain Brief: Closing the Results Gap in Advanced Analytics—Lessons from the Front Lines
As new digital technologies make it possible for newcomers and first movers to become leaders, the rules of who makes money in chemicals are being rewritten. Peter Guarraia, a partner with Bain's Chemicals practice, outlines three things chemical company executives need to consider when rethinking their business models to take advantage of digital innovations. Read the Bain Brief: Accelerating Digitalization in Chemicals—Five Questions for CEOs