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Optimizing Knowledge Management with Proven Marketing Strategies

Knowledge management initiatives can fail to meet objectives if they are not marketed.

Type: Presentations  Topics: Marketing, Sales and Marketing, KM Culture, Knowledge and Information Management, Knowledge Management (KM), KM Change Management  Processes: 12.3.1.8 Develop training and communication plans, 12.3 Develop enterprise-wide knowledge management (KM) capability, 12.3.1 Develop KM strategy, 12.3.1.9 Develop change management approaches  Industry: Software 
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Process Definitions and Key Measures for APQC's PCF (Collection)

Not quite sure what the processes listed in APQC's Process Classification Framework (PCF)  mean?

Type: Product Collection  Topics: Business Excellence, Customer-focused Processes and Functions, Finance and Accounting, Human Capital Management, Knowledge and Information Management, Organization and Management, Product Development, Sales and Marketing, Supply Chain Management  Processes: 2.0 Develop and Manage Products and Services, 3.0 Market and Sell Products and Services, 4.0 Deliver Products and Services, 5.0 Manage Customer Service, 6.0 Develop and Manage Human Capital, 7.0 Manage Information Technology, 8.0 Manage Financial Resources, 12.0 Manage Knowledge, Improvement, and Change 
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New Pig Corporation Breaks Barriers with B2B Branding

Many business-to-business (B2B) organizations keep branding in the background, but at New Pig, branding takes center stage.

Type: Case Studies  Topics: Branding, Sales and Marketing, Customer Loyalty, Customer-focused Processes and Functions, Customer Retention  Processes: 3.2.1.4 Develop new branding, 3.2 Develop marketing strategy, 3.2.1 Define offering and customer value proposition, 3.4.3.2 Develop marketing messages, 3.4 Develop and manage marketing plans, 3.4.3 Develop and manage media, 5.1.1.2 Analyze feedback of customer needs, 5.1 Develop customer care/customer service strategy, 5.1.1 Develop customer service segmentation/prioritization (e.g., tiers)  Industry: Machinery Equipment, Rubber & Plastics, Waste Management/Environmental 
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Summary of Open Standards Benchmarking Measures: Sales and Marketing

Measures help an organization understand its operational performance relative to internal and external benchmarks (e.g., industry average and top performers).

Type: Key Performance Indicators (KPIs) and Measures  Topics: Sales and Marketing  Processes: 3.0 Market and Sell Products and Services 
  • Relevance: 55%
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Marketing and Sales Definitions and Key Measures

These definitions and key measures provide deeper detail about the processes outlined in category 3.0 Market and Sell Products and Services of APQC's Process Classification Framework (PCF) .

Type: Tools and Templates  Topics: Sales and Marketing  Processes: 3.0 Market and Sell Products and Services 
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Integrating Marketing and Supply Chain Management to Improve Profitability

This issue of  CSCMP Explores…  is brought to you courtesy of the partnership between APQC and CSCMP.

Type: Articles and White Papers  Topics: Sales and Marketing, Supply Chain Management  Processes: 3.0 Market and Sell Products and Services, 4.0 Deliver Products and Services 
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Global Sales and Operations Planning at Newell Rubbermaid (Slides)

These slides—from a 2010 presentation by Andrew Downard, supply chain director, and Diana Mark, supply chain manager, at Newell Rubbermaid—explain how Newell Rubbermaid implemented sales and operations planning (S& ...

Type: Presentations  Topics: Business Excellence, Business Transformation, Process, Sales and Operations Planning, Supply Chain Management, Supply Chain Planning, Change Management, Organization and Management, Process Design, Inventory Management, Logistics, Sales Management, Sales and Marketing  Processes: 1.3 Manage strategic initiatives, 1.0 Develop Vision and Strategy, 12.1 Create and manage organizational performance strategy, 12.0 Manage Knowledge, Improvement, and Change, 12.4 Manage change, 3.3.1 Develop sales forecast, 3.0 Market and Sell Products and Services, 3.3 Develop sales strategy, 4.1.1 Develop production and materials strategies, 4.0 Deliver Products and Services, 4.1 Plan for and acquire necessary resources (Supply Chain Planning), 4.1.2 Manage demand for products and services, 4.1.2.6 Evaluate and revise forecasting approach, 4.3 Produce/Manufacture/Deliver product, 4.5 Manage logistics and warehousing  Industry: Consumer Products/Packaged Goods, Durable Goods, Rubber & Plastics 
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Global Sales and Operations Planning at Newell Rubbermaid

Andrew Downard, supply chain director, and Diana Mark, supply chain manager, explain how Newell Rubbermaid implemented sales and operations planning (S&OP) throughout the entire global organization.

Type: Presentations  Topics: Business Excellence, Business Transformation, Process, Sales and Operations Planning, Supply Chain Management, Supply Chain Planning, Change Management, Organization and Management, Process Design, Inventory Management, Logistics, Sales Management, Sales and Marketing  Processes: 1.3 Manage strategic initiatives, 1.0 Develop Vision and Strategy, 12.1 Create and manage organizational performance strategy, 12.0 Manage Knowledge, Improvement, and Change, 12.4 Manage change, 3.3.1 Develop sales forecast, 3.0 Market and Sell Products and Services, 3.3 Develop sales strategy, 4.1.1 Develop production and materials strategies, 4.0 Deliver Products and Services, 4.1 Plan for and acquire necessary resources (Supply Chain Planning), 4.1.2 Manage demand for products and services, 4.1.2.6 Evaluate and revise forecasting approach, 4.3 Produce/Manufacture/Deliver product, 4.5 Manage logistics and warehousing  Industry: Consumer Products/Packaged Goods, Durable Goods, Rubber & Plastics 
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Newell Rubbermaid's Transformation through Sales and Operations Planning

In 2008, Newell Rubbermaid, a global marketer of consumer and commercial products, decided to combat high levels of working capital, low levels of forecast accuracy, and a growing disconnection between sales and ...

Type: Case Studies  Topics: Business Excellence, Business Transformation, Process, Sales and Operations Planning, Supply Chain Management, Supply Chain Planning, Strategic Planning, Organization and Management, Demand Management, Production Management, Manufacturing, Change Management, Logistics, Production Management, Process Design, Inventory Management, Process Management, Sales Management, Sales and Marketing, Warehousing, Materials Management  Processes: 4.0 Deliver Products and Services, 12.1 Create and manage organizational performance strategy, 12.0 Manage Knowledge, Improvement, and Change, 12.1.1.3 Set performance targets, 12.1.1 Create enterprise measurement systems model, 12.4 Manage change, 12.4.1 Plan for change, 12.4.2 Design the change, 12.4.3 Implement change, 3.5 Develop and manage sales plans, 3.0 Market and Sell Products and Services, 4.1 Plan for and acquire necessary resources (Supply Chain Planning), 4.1.1 Develop production and materials strategies, 4.1.2 Manage demand for products and services, 4.1.2.6 Evaluate and revise forecasting approach, 4.1.2.7 Measure forecast accuracy, 4.1.3 Create materials plan, 4.2.1.3 Develop inventory strategy, 4.2 Procure materials and services, 4.2.1 Develop sourcing strategies, 4.2.1.4 Match needs to supply capabilities, 4.5.3.1 Track inventory deployment, 4.5 Manage logistics and warehousing, 4.5.3 Operate warehousing  Industry: Consumer Products/Packaged Goods, Durable Goods, Rubber & Plastics 
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Trends in Sales Tools and Structures

Leading sales organizations work to integrate the latest IT tools into their sales processes.

Type: Best Practices and Business Drivers  Topics: Business Excellence, Information Systems, Knowledge and Information Management, Information Technology, Sales Management, Sales and Marketing, Salesforce Automation  Processes: 3.1.1.1.1 Understand consumer needs and predict customer purchasing behavior, 3.1.1 Perform customer and market intelligence analysis, 3.1.1.1 Conduct customer and market research, 3.5.1.2 Identify leads, 3.5 Develop and manage sales plans, 3.5.1 Generate leads, 3.5.2.2 Manage customer relationships, 3.5.2 Manage customers and accounts 
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