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In many consumer markets, companies that once relied on developing new product features and improving customer service increasingly see competitive advantage rooted in the entire experience that’s wrapped around the product. Many firms have not even started to identify their most important experiences, much less manage them.
With consumers increasingly using smartphones to make buying decisions, companies have an opportunity to capture the "magic" of the medium.
Many ﬁrms still underinvest or underachieve in growing share of wallet with existing customers.
An excellent experience can support a price premium.
Data-savvy digital marketers must still maintain an emotional connection with the people who do the buying.
Traditional marketing and sales models have reached their expiration date.
Experimental design gives marketers the power to dramatically improve the performance of their digital marketing campaigns.
A compelling experience is the surest means to delight customers, engage employees and stand out from competitors.
Even in commoditized industries, companies can charge a premium for features and enhancements that customers value.
Companies that seek to be the best at something may have to be only average at everything else.
More than great engineering or product features, competitive advantage in B2B markets flows from the strong loyalty of your customers.
As customers seize the balance of power and more aspects of the sales process migrate online, leading B2B sales organizations find they must radically restructure their approach. By addressing six imperatives, companies are realizing EBITDA growth of 20% to 25%.
When it comes to employee engagement, line supervisors, not HR, must lead the charge.
Most direct marketing is plagued by low response rates and poor ROI, largely because traditional A/B approaches have severe limitations. Experimental design can lift response rates by 3 to 8 times, boosting the top and bottom lines.
How to build a repeatable, high-return sales model for business-to-business markets
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