Customer-driven growth
Big data isn’t a data problem, it's a leadership problem. This theme introduces the key concepts and questions leaders need to consider when challenging business and operating models, developing innovative products and changing the competitive landscape. Panel participants will discuss the real world challenges their organizations faced, their approach to implementing a solution and how their learnings shaped the company’s strategy moving forward.
Faculty and industry leaders will come together to share ideas on creating a customer-focused culture and aligning it with growth strategy. We will also discuss cross-border growth and how different customers inform an organization’s business model in the region where it operates
Growth Across Borders
Session 1 / 11:00 am - 12:30 pm
Location:
Donald P. Jacobs CenterSpeakers
Sanjay Khosla Adjunct Professor of Executive Education / Kellogg School of Management
Sanjay Khosla was President, Developing Markets of Kraft Foods (now Mondelez International) from Jan 2007 to March 2013. He was responsible for 65,000 people in more than 60 countries and iconic brands like Cadbury, Oreo, Milka and Trident. Khosla transformed the business from $5 billion to $16 billion in five years while dramatically improving profitability and cash flow. Before joining Kraft Foods, Khosla turned around the $3 billion consumer business of Fonterra, a global dairy company based in New Zealand. Prior to Fonterra, Khosla enjoyed a successful 27-year career with Unilever based in the UK, Europe and India.
Customer-Driven Growth Growth Across Borders
Hal Sirkin Senior Partner and Expert on Globalization and Operations / BCG Chicago
Hal Sirkin is a senior partner in the Chicago office of The Boston Consulting Group (BCG) and an expert on the subjects of globalization, operations, innovation and change management. He has 33 years with the firm and extensive experience across a wide range of topics, industries and geographies. Hal coauthored three books: Payback: Reaping the Rewards of Innovation, GLOBALITY: Competing with Everyone from Everywhere for Everything, and The US Manufacturing Renaissance: How Shifting Global Economics Are Creating an American Comeback. He earned an MBA from the University of Chicago and a BS from Wharton School. He is also a CPA and a Professor at Kellogg School of Business.
Customer-Driven Growth Growth Across Borders
Justin Skala President, North America and Global Sustainability / Colgate-Palmolive
Since joining Colgate in 1982, Justin Skala has held numerous positions of increasing responsibility in marketing, sales and general management. When Skala became President of Colgate’s Greater Asia Division in 2007, sales and profits reached new high levels in a challenging economic environment. As President of Latin America sales, his division was responsible for a number of global innovations across the commercial and supply chain enterprise. He holds a BA in Political Science from Northwestern University.
Customer-Driven Growth Growth Across Borders
Building Analytics Capabilities
Session 2 / 1:30 pm - 3:00 pm
Location:
Donald P. Jacobs CenterSpeakers
Eric T. Anderson Hartmarx Professor of Marketing, Director of the Center for Global Marketing Practice / Kellogg School of Management
Eric T. Anderson is the Hartmarx Professor and former Chair of the Marketing Department at Northwestern University, Kellogg School of Management and Director of the Center for Global Marketing Practice. Professor Anderson’s articles have appeared in scholarly journals such as Journal of Marketing Research, Marketing Science, Management Science, Journal of Economic Theory, and Quarterly Journal of Economics. His 2014 paper on deceptive product reviews won the Paul E. Green award for the best paper in Journal of Marketing Research. He holds a PhD in Management Science from MIT Sloan School of Management.
Customer-Driven Growth Building Analytics Capabilities
Heather Briggs Vice President of Consumer Insights and Market Research / Hyatt Hotels Corporation
Heather Briggs heads up global consumer insights and market research for Hyatt. Briggs joined Hyatt in 2011 as a Director of Consumer Insights and Market Research and previously held a similar role at United Airlines. She has also worked for a management consulting firm, focusing on consumer insights and started her career at Target Corporation in Minneapolis, focusing on supply chain and merchandising. Briggs graduated from the University of Illinois and holds a Master in Business Administration from the University of Chicago.
Customer-Driven Growth Building Analytics Capabilities
Leslie Hampel Director, Global Strategies / Starbucks
Leslie is currently the director of Global Strategy at the Starbucks Coffee Company where she leads the organization through strategic planning and organizational change projects. Prior to Starbucks, Leslie held similar roles at Coach, Inc. where she helped the company expand into new markets in a variety of roles including Strategy, Consumer Insights, Finance and Business Analytics. Leslie holds a BBA in Accounting and Finance from Ohio University and an MBA from the Tuck School of Business at Dartmouth.
Customer-Driven Growth Building Analytics Capabilities
Scott Jones Vice President, Mobile Applications, Analytics and Personalization / Nordstrom, Inc.
Scott Jones serves as vice president of Mobile Applications, Analytics and Personalization. He and his team focus on improving the customer experience through data-driven personalized services and features across all company touchpoints and mobile applications. Jones has over 18 years of experience leading teams in a variety of customer-focused business and technology contexts. He joined Nordstrom in 1999 where he served in engineering, supervisory and management roles until 2005, when he was promoted to director of Security, Privacy and Technology Architecture. Prior to joining Nordstrom he worked with the law firm of Graham & Dunn LLP in IT Systems Administration.
Customer-Driven Growth Building Analytics Capabilities
Dan Wagner Chief Executive Officer and Founder / Civis Analytics
Dan Wagner served as the Chief Analytics Officer on the Obama for America 2012 Campaign, overseeing a 54-person team that revolutionized political data and analytics. He founded Civis in 2013. He previously worked with the FTI Consulting Economics Practice. He graduated from the University of Chicago with a degree in economics and public policy.
Customer-Driven Growth Building Analytics Capabilities
Building a Customer-Focused Enterprise
Session 3 / 3:30 pm - 5:00 pm
Location:
Donald P. Jacobs CenterSpeakers
Gregory Carpenter James Farley/Booz Allen Hamilton Professor of Marketing Strategy / Faculty Director, Kellogg Markets and Customers Initiative
Gregory Carpenter focuses on understanding how firms create competitive advantage through marketing strategy. His recent book, Resurgence: The Four Stages of Market-Focused Reinvention, examines how firms become more customer focused, regaining advantage and renewed success. He previously co-edited the Handbook of Marketing Strategy. As Faculty Director of the Kellogg Markets and Customers Initiative, he fosters research, teaching, and engagement on topics that cross traditional academic boundaries, including customers and corporate culture, data analytics, and trust. He co-chairs the Marketing Leadership Summit, bringing thought leaders together each fall to explore the future of marketing.
Customer-Driven Growth Building a Customer-Focused Enterprise
Paola Sapienza Donald C. Clark/HSBC Chair in Consumer Finance / Kellogg School of Management
Paola Sapienza's areas of expertise include banking and financial institutions, behavioral economics, behavioral finance, corporate finance, emerging markets and regulation of financial markets, private equity and venture capital. She also serves as a faculty fellow for the Zell Center for Risk Research, a research affiliate of the Center for Economic Policy Research and a faculty research fellow in the National Bureau of Economic Research's program on corporate finance and political economy. Prior to joining Kellogg, Sapienza worked as an economist in the research department of Bank of Italy.
Customer-Driven Growth Building a Customer-Focused Enterprise
Ron Siahpoosh Principal / ZS Associates
Ron Siahpoosh is a principal in ZS’s Chicago office and the CRM practice lead for the firm. He has wide-ranging experience helping companies in a variety of industries – including pharmaceuticals, medical devices, high-tech, financial services and travel – improve their customer engagements and relationships. His experience spans areas relating to CRM strategy, process, data, analytics, people and technology, as well as a diverse range of sales models, including key account management, generalist and specialist field sales, channel partners and different inside sales models.
Customer-Driven Growth Building a Customer-Focused Enterprise
Avi Steinlauf '98 Chief Executive Officer / Edmunds.com
Avi Steinlauf has been Chief Executive Officer of Edmunds.com since December 2011. In that role he oversees the business and directs the company toward the goals of empowering the automotive consumer, maintaining the high quality of the workplace and building Edmunds.com to thrive for the long term. He joined Edmunds in 1998 as the Director of Business Development and has also headed the company's marketing and revenue management areas. He previously worked for Coopers & Lybrand's Knowledge Strategies Group.
Customer-Driven Growth Building a Customer-Focused Enterprise
Mike Wege '88 Chief Administrative Officer / The Hershey Company
Mike Wege oversees Hershey’s Corporate Communications and CSR organization and is responsible for the company’s global growth & agility initiatives. He is also leading Hershey’s Latin America and Emerging Markets businesses and strategic integration in China. Since joining Hershey in 2002, Wege has held key leadership positions including Vice President Portfolio Brands, Vice President Asia Region, Vice President U.S. Chocolate, Chief Commercial Officer and Chief Growth and Marketing Officer. Prior to Hershey, Wege worked for Procter & Gamble.
Customer-Driven Growth Building a Customer-Focused Enterprise
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