6 July 2018 — South Korea has been known as a rapidly growing prosperous economy, home to global conglomerates called chaebols. However, the actual opportunities and challenges of the South Korean market remain unknown to most foreign companies. Here we discuss recent developments in the South Korean economy, and what it means in terms of opportunities for market entry.
23 May 2019 — B2B organizations undergoing sales transformations tend to focus on improving digital tools and training for salespeople with insufficient guidance for sales managers. In this article, we discuss typical challenges in managing sales and what it takes for sales managers to both support and succeed personally in digital transformations.
18 September 2017 — In a world of continuous change, companies should turn market pressure into a change capability that becomes a competitive advantage. Appointing a chief transformation officer to comprehensively lead change itself is a solution.
3 October 2018 — Corporations must increasingly be agile and timely decisions are critical to initiate changes. Complex organizational structures, management by consensus and unstructured decision-making processes hinder agility in decision-making.
30 March 2016 — Low productivity is the main challenge facing Southeast Asian economies. There is a macroeconomic imperative to boost productivity but implementation is difficult. In this article, we address automation, efficiency and human capital development as key new business development areas in the region.
15 September 2017 — With the increasing importance of customer experience across industries, B2B companies can differentiate by borrowing from the B2C playbook and simplifying their customer interface, facilitating relationship management, and developing digital customer portals.
6 March 2016 — Between 2013 and 2015 hype around indoor tracking built up. Yet today nobody seems to talk about indoor tracking or remember the apps. While the hype has died, work has continued in the shadows addressing both issues with tracking technology and indoor maps.
19 December 2014 — Sales and marketing competences are often still at a premature stage in many Finnish technology-oriented companies. In this article the concept and basic approach of B2B productization is presented and illustrated with some real-life case examples from a Finnish technology company.
16 September 2015 — As companies strive to expand their global presence, and the availability of products and services increases rapidly, competitive pressure is growing due to market saturation and commoditization. As offerings become increasingly similar, companies should involve their customers in offering development.
21 July 2017 — SMEs have limited resources and CFOs are often unable to spend enough time on strategic initiatives. Our simple framework is a tool to develop the finance function to enable CFOs to participate more actively in strategic initiatives and maintain a high-level perspective.
28 July 2016 — A new industrial revolution is underway prompted by a new generation of robots. Powered by new digital technologies, robots are now seeping into areas that require more sophisticated and adaptive skills, like logistics or even customer-facing services.
14 April 2014 — Quantifying and estimating project and investment results are very important for financial planning, investment comparison and decision making purposes. However, business is always conducted in an uncertain environment while financial planning is commonly done using single-value revenue and cost-side estimates, which managers assess using rules of thumb. In this article, we present an approach where the best, base and the worst case scenarios are used to improve the estimates.