Publications

  • The Cure for Pharma's Commercial Productivity Woes

    May 09, 2018 | Bain Brief

    To earn greater loyalty and raise productivity, figure out what really matters for doctors.

  • In Medtech, Put Customers Before Products

    April 10, 2018 | Bain infographic

    As medical device purchasing becomes more centralized, leading medtech manufacturers are focusing on key account management.

  • It's About Time: Why Your Marketing May Be Falling Short

    April 04, 2018 | Bain Brief

    As consumers are bombarded by marketing and advertising messages, it's essential that marketers use their data and technology to target and tailor ads effectively. Marketers can work on three things to help set them apart.

  • Justin Murphy: Controlling Frontline Discounts

    March 16, 2018 | Bain video

    Bain Partner Justin Murphy discusses three things companies can do to optimize their frontline sales force and deliver value to the bottom line.

  • Justin Murphy: New Pricing Models for B2B Technology Companies

    March 16, 2018 | Bain video

    Bain Partner Justin Murphy outlines the questions companies can ask themselves when defining their pricing strategy.

  • The B2B Elements of Value

    March 08, 2018 | Bain infographic

    What matters to business customers? Subjective, even emotional concerns often play a surprisingly large role.

  • Banking's Amazon Moment

    March 05, 2018 | Bain Brief

    The e-commerce juggernaut may be taking the plunge into banking, but it is not invulnerable. Banks that focus on customers over products, on fast test-and-learn over business cases, can thrive.

  • The B2B Elements of Value

    February 20, 2018 | Harvard Business Review

    The B2B elements of value allow managers to identify what matters most to each set of important stakeholders and how the company can stand out from the competitive pack.

  • How CMOs Can Get—and Keep—Their Marketing Mix Right

    February 07, 2018 | Bain Brief

    All CMOs have access to the same tools, but the leaders focus on the full range of conditions necessary for results.

  • Brian Dennehy: Customer Lifetime Value

    December 19, 2017 | Bain video

    Bain's Brian Dennehy outlines how a marketer can turn a hypothesis into action.