Publications

  • How Do Salespeople Really Spend Their Time? Not the Way They Say.

    May 02, 2017 | WSJ.com

    Software applications are solving the problem of translating strategic intent to actual behavior in sales teams.

  • Pearls Not Spam: Avoiding the Pitfalls of Personalized Marketing

    August 01, 2016 | Forbes.com

    A "segment of one" marketing and sales approach is rapidly becoming reality. But it's all too easy to build a personalized program that falls short.

  • How Insurers Can Invest in Big Data Analytics to Improve Decision Making

    May 11, 2016 | Bain Brief

    Big Data and advanced analytics have begun to yield big payoffs for a few insurance companies.

  • Henrik Naujoks: Advanced Analytics in Financial Services

    November 03, 2015 | Financial Services | Bain video

    The use of advanced analytics is a key trend right now, but companies have trouble generating value from it. Bain Partner Henrik Naujoks looks at how businesses can use analytics to outperform the market.

  • By the numbers: Insurers navigate the digital transition

    July 15, 2015 | Insurance | Bain infographic

    About 79% of consumers worldwide say they will use a digital channel for insurance interactions over the next few years.

  • Global Digital Insurance Benchmarking Report 2015

    July 15, 2015 | Bain report

    Bain’s new benchmark survey of 70 property and casualty insurers and life insurers worldwide finds that four pathways can help companies realize digital success.

  • Customer Loyalty and the Digical Transformation in P&C and Life Insurance: Global Edition 2014

    June 18, 2014 | Financial Services | Bain Brief

    Bain’s new survey of 158,400 consumers in 18 countries sheds light on how various customer segments perceive their P&C and life carriers; what customers want from their carriers and how they behave; and how different distribution channels influence loyalty. The report discusses four specific steps

  • Why Everyone in Media Needs an Analytics Upgrade

    May 07, 2014 | Bain Brief

    Media companies are awash with data about how their customers watch or listen to programming. Unfortunately, most lack the analytic firepower necessary to turn petabytes of data into strategic insights that yield new and valuable products. To compete with the pure digital players, most will need to

  • Breaking the Back of Customer Churn

    February 05, 2014 | Bain Brief

    Communications service providers know that churn corrode their business, but many of them are aiming at the wrong target. Churn typically results from a series of episodes, not a “last-straw” event, and the solution requires early intervention in ways that build customers’ advocacy. Improving the

  • Big Data: The Organizational Challenge

    September 11, 2013 | Information Technology | Bain Brief

    Early adopters of Big Data are outperforming competitors on several dimensions. To catch up, other companies need the right people and tools—but they also need to embed Big Data in their organizations. That means spelling out their ambitions, developing analytics skills and mindsets throughout the