15 results for "Christoph Senn"
Book
It's time for companies to rethink their growth logic. Business relationships are still dominated by a narrow perspective--trying to match products to...
As companies seek to rebound from the pandemic, growing revenue is a top priority. This issue’s Spotlight offers guidance on how to maximize the effectiveness of your sales force in a new landscape.
Partner Article
Identifying the right business model for addressing global customers and formalizing that model into a global customer management program is a key challenge...
Partner Article
In this age of tough, global competition, companies in business-to-business markets need to rethink the way they manage their customer portfolio and interact...
Researchers analyzed data from more than 1,000 customer-centricity transformation projects over the past 25 years. They found that only 15% of CEOs and...
Oct 01, 2024
Case Study Reprint
This case explores the relationship between PakTek, a leading manufacturer of packaging and processing machinery and complete filling lines, and its key...
How top-management involvement in B2B relationships can drive—or kill—deals
The HBR Executive Playbook on building an organization where customer success is the foundation of long-term growth.
Sep 25, 2025
A conversation with INSEAD professor Christoph Senn on what to do if your CEO is either overly involved—or not involved enough—in deals.
HBR On Leadership• Episode 100A conversation with INSEAD professor Christoph Senn on proven approaches to engaging with strategic customers.
HBR IdeaCast• Episode 781
