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Smarter Pricing through
Data-Driven Analytics
(PDF
258 KB
)
Author(s):
Amit Desai and Jussi Tahtinen
Date Published:
November 2009
Firms that make the investment in a balanced, analytical approach to pricing will adjust faster and with more confidence to changing market conditions. They will be able to identify and capitalize on a larger number of pricing opportunities, and they will ultimately improve overall gross margin.
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The Future Is Partly Cloudy
(PDF
237 KB
)
Author(s):
Chris Curran and Nalneesh Gaur
Date Published:
November 2009
While cloud computing is here to stay, the resulting systems are not clean and simple, and the pace and direction of each organization’s cloud migration strategy will differ. In order to minimize the risks, build the skills, address the “hidden” costs, and improve the odds that cloud computing will deliver real value, IT professionals must dig deep to gain a clear picture of their organizations’ readiness.
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Working Capital Improvement in CPG: Finding the ‘Right’ Costs to Cut
(PDF
106 KB
)
Author(s):
Paul Upchurch, Anbu Mani and Anthony Chambers
Date Published:
August 2009
At a time when consumer packaged goods executives face pressure to aggressively manage costs across business and IT without slowing down growth and innovation, superior performers are driving fundamental improvements. Three key areas of importance include supply chain optimization, procurement spend improvement, and IT cost management and innovation.
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Leverage ‘More with Less’ in Pharmaceutical and Biotech Sales & Marketing
(PDF
86 KB
)
Author(s):
Richard Finley and Amaresh Tripathy
Date Published:
August 2009
Relying simply on past prescription behavior is no longer sufficient in the pharmaceutical and biotech industries. Rather, gaining a clear view of their customers’ customers through demographic, psychographic, and health-related behavioral data will help companies build effective prescriber-specific models that provide insight into the revenue potential of each prescriber’s office.
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Ten Tactics for Improving Operating Margins in Tough Times
(PDF
326 KB
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Author(s):
Paul Blase, Anand Rao, and Jamie Yoder
Date Published:
July 2009
Our analysis shows there are ways to cut costs without squeezing margins, and ways of improving long-term competitiveness even in the most challenging environment. Innovative applications of principles from the fields of behavioral economics, cognitive science, and analytics, and the ability to take an integrated view of the challenge, can separate the winners from the losers.
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Managing Revenue and Risk post-CARD: Strategic Alternatives for Card Issuers
(PDF
224 KB
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Author(s):
Andrew Dye and Michael Heindl
Date Published:
June 2009
The Fed’s UDAP regulations and the subsequent Credit Card Accountability, Responsibility, and Disclosure (CARD) Act will dramatically alter the business model and profitability for the U.S. credit card industry. Capturing value will require powerful new risk management and marketing capabilities, and superior customer analytics can uncover as much as 20% of new revenue from the existing customer base—without increasing churn.
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