By Fouad Bendris We can speak to the power of analytics directly, because one of us led marketing efforts for many years at Capital One, and the other is a longtime adviser to that company and others. Capital One was “born ... Read More

By Fouad Bendris When introducing a new idea to a potentially resistant audience, invest as much energy in what you say and how you say it as you did in coming up with the idea itself. Think about how the idea ... Read More

By Fouad Bendris Executives, analysts, and investors often rely on internal-rate-of-return (IRR) calculations as one measure of a project's yield. Private-equity firms and oil and gas companies, among others, commonly use it as a shorthand benchmark to compare the relative attractiveness ... Read More

By Fouad Bendris That's finally changing. Marketing technology, automation, and advanced analytics techniques have now reached the level where effective personalization at scale is possible. And yet getting this “test and learn” engine to run properly requires a fundamental re-architecting of ... Read More

By Fouad Bendris Going into a negotiation with someone who holds more power than you do can be a daunting prospect. Whether you are asking your boss for a new assignment or attempting to land a major business deal with ... Read More

By Fouad Bendris For marketers, truly valuable customer data comes in two forms: thick data and big data. Thick data is generated by ethnographers, anthropologists, and others adept at observing human behavior and its underlying motivations. Big data is generated by ... Read More

By Fouad Bendris Tech companies are competing for recruits and retention: same old, same old. What's new is their strategy—something other than on-site massages, nap rooms, and haircuts. Google, Facebook, Netflix, and most recently, Amazon, are now bragging about their generous ... Read More

By Fouad Bendris First, disruption directs you to look in places you might otherwise ignore. Christensen's research shows that disruption often starts at a market's edges. Sometimes that is in relatively undemanding market tiers, such as how mini mill manufacturers started ... Read More

By Fouad Bendris Organizations looking for outside talent pay an extraordinary amount of attention to resumes? Once people are inside, it's almost as if some kind of reset button is pressed: The details of their backgrounds seem to get dumped onto ... Read More