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Optimizing Growth. Predictive and Profitable Strategies to Understand Demand and Outsmart Your Competitors

  • ID: 4398472
  • Book
  • June 2018
  • 240 Pages
  • John Wiley and Sons Ltd
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"As disruption becomes the norm across industries, this book shows how any business can grow by developing a new strategy that brings actionable customer insights and big data capabilities together. This important book charts a new course for realizing growth as traditional barriers to entry erode and the existing playbook has less impact going forward."
JAMES M. KILTS, former chairman and CEO, The Gillette Company

"Today′s consumer has more information, more choices and more power than ever before, which means that having highly precise insights is no longer a nice–to–have, but a necessity. In this book you′ll get actionable tools for developing these insights to improve your marketing and business results."

"By connecting precise insights into customer demand to powerful big data capabilities, the authors provide a playbook for winning in our digital world."
DAVID L. CALHOUN, senior managing director, head of Private Equity Operations, Blackstone

"What this book makes clear is that truly customer–centered, demand–based insights are the organizing framework for unlocking the power of big data to accelerate profitable growth."
WILLIAM HOFFMAN, Chief Analytics Officer and Head of CRM, U.S. Bank

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Preface vii

Acknowledgments xi

About the Authors xiii

SECTION I Why Greater Precision 1

CHAPTER 1 The Growth Challenge 3

CHAPTER 2 Building a Demand–Based Business System 29

CHAPTER 3 A New Business Model 45

SECTION II The Precision to Optimize Your Current Business 67

CHAPTER 4 Building a Demand EarlyWarning System 69

CHAPTER 5 Enhanced Demand Landscape 85

CHAPTER 6 Precisely Locating Demand 111

CHAPTER 7 Brand Economics: Unlock the Power of Your Brand 131

CHAPTER 8 Pricing with Precision 149

SECTION III Moving to a Demand–Driven Business System: The Big Data Advantage 165

CHAPTER 9 Innovation ThatWorks 167

CHAPTER 10 Demand–Based Cost Reduction 187

CHAPTER 11 Winning in a Digital World 201

Index 221

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Jason Green
Mark Henneman
Dimitar Antov
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