14 Posts found for Author: Mohanbir Sawhney

Developing strategy […] entails navigating the “opportunity landscape.” This methodology has four dimensions, each with two lenses: (1) what you offer, with brand and product lenses; (2) who you serve, with customer and partner lenses; (3) where you go to market, with channel and market lenses; and (4) how you operate, with monetization and process lenses.

Content: Quotation | Authors: Ken Favaro, Mohanbir Sawhney, Sanjay Khosla | Source: strategy+business | Subject: Strategy

In company after company that Sanjay Khosla and Mohanbir Sawhney worked for or researched, they saw businesses taking on more products, more markets, more people, more acquisitions—adding more of everything except what really mattered: sustainable and profitable growth.

And in many of these companies — large or small, from America to Europe to Asia — every quarter became a mad dash to find yet another … [ Read more ]

Content: Book | Authors: Mohanbir Sawhney, Sanjay Khosla | Subject: Strategy

How an unusual management technique inspires business teams to envision — and achieve — breakthrough results.

Content: Case Study | Authors: Mohanbir Sawhney, Sanjay Khosla | Source: strategy+business | Subject: Strategy | Company: Kraft Foods Inc.

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Mohanbir Sawhney’s thought leadership in the marketing arena continues with this ManyWorlds’ exclusive presentation. The basis for this 52 slide presentation is in exploring how a corporation can transform its research organization from “producing research” to “generating insights”. By asking some fundamental questions about the nature of insights and the process that produce them, we are taken on an exploration through the definition, creation and … [ Read more ]

Content: Article | Author: Mohanbir Sawhney | Source: ManyWorlds | Subjects: Market Research, Marketing / Sales

According to Kellogg School of Management professor Mohanbir Sawhney, marketing faces two key crises: It has to define its role in the organization and demonstrate its value. To claim the strategic high ground, marketing needs to reinvent itself. Here is his seven-point manifesto for chief marketing officers to transform marketing.

Content: Article | Author: Mohanbir Sawhney | Source: CMO Magazine | Subject: Marketing / Sales

Here are seven fundamental lessons about IT value that Mohanbir Sawhney has learned in a decade-long career as an academic researcher, consultant and teacher:
1. Value is customer-defined… To understand the true nature of value, you need to get inside the minds and hearts of your customers, whether they’re internal or external…
2. Value is opaque…Understand all factors that customers take into consideration in assessing … [ Read more ]

Content: Article | Author: Mohanbir Sawhney | Source: CIO Magazine | Subjects: General, IT / Technology / E-Business

The limitations of space have long dictated the economics of exchange transactions…In the Network Economy, the limitations of space no longer apply…But a funny thing happened on the path to frictionless capitalism. The economics of distance died, but the economics of attention took its place…But in many markets, customers find themselves overwhelmed with vendors clamoring for their attention, and vendors find themselves in a desperate … [ Read more ]

Content: Article | Author: Mohanbir Sawhney | Source: Business 2.0 | Subjects: Economics, IT / Technology / E-Business

“A sobering question you need to ask yourself is, Is an informed customer really a better customer for my company? If the answer is yes, you should embrace transparency by making your value proposition explicit to your customers. If the answer is no, you need to find another way to make a living.”

Content: Article | Author: Mohanbir Sawhney | Source: CIO Magazine | Subject: IT / Technology / E-Business

How do you build broad customer relationships when your company is partitioned by product lines, business units, and geography? This Harvard Business Review excerpt urges you to take a tip from your Palm PDA and synchronize.

Content: Article | Author: Mohanbir Sawhney | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Management, Strategy

New technologies rarely replace old ones. Smart companies will create innovative hybrids.

Content: Article | Author: Mohanbir Sawhney | Source: Context Magazine | Subject: Innovation

Professor Mohan Sawhney describes the implications of three eBusiness patterns on investment decisions and new business models. Three major topics discussed include: Wave Theory, The Myth of Substitution, and Migration of Intelligence.

Content: Article | Author: Mohanbir Sawhney | Source: nMinds | Subject: Trends / Analysis

excellent article talks about the need to be global and asks and answers 6 fundamental questions in attempt to sort out the issues

Content: Article | Authors: Mohanbir Sawhney, Sumant Mandal | Source: Business 2.0 | Subject: International

A new breed of intermediaries is emerging to facilitate B-to-B ecommerce. These new intermediaries go by different names – “vortexes,” “butterfly markets,” or “net market makers.” All in some way serve as electronic hubs, each spinning in a new market. These hubs focus on specific industry verticals or specific business processes (from spare airplane parts to secondary mortgages), host electronic marketplaces, and use various market-making … [ Read more ]

Content: Article | Author: Mohanbir Sawhney | Source: Business 2.0 | Subject: IT / Technology / E-Business