Prof Mark Jeffery
Mark Jeffery

Adjunct Professor of Executive Education

Print Overview

Mark Jeffery is Adjunct Professor of Executive Education at the Kellogg School of Management. His research, teaching, and consulting focuses on enterprise performance management, unlocking business value from marketing and IT, and customer relationship management (CRM) strategy and execution. Mark has an active research program at Kellogg and has recently surveyed 252 Fortune 1000 firms on strategic marketing performance management, capturing $53 billion of marketing spend. He has also previously surveyed 179 Fortune 1000 firms and 44 Federal Government agencies on IT management best practices, capturing $70 billion of IT spend.

Mark directs multiple Kellogg executive programs including Managing Customer Relationships for Profit and Creating Strategic Value Through IT. He also teaches the Kellogg executive MBA course Strategic Data Driven Marketing, and in custom executive programs at organizations including Microsoft, DuPont, Sony, Nissan, and Phillips. In 2008 Mark launched the Kellogg Technology Network, an intense knowledge sharing forum for CIO/CTO and VP level executives.

He has more than 30 publications in scientific and technology journals, and three book chapters including the chapter on return on investment analysis in the forthcoming Wiley 2008 Handbook of Technology Management. Mark has also developed 22 original case studies distributed through Harvard Case Publishing. His most recent academic research publications are on the value of flexibility and using real options for enterprise technology project risk management.

Consulting clients include Microsoft, Intel, Waste Management, Teradata, Blue Cross Blue Shield Association, AAA Northern California, CCCIS, US. Department of Veterans Affairs, and the US.Navy e-Business Operations Office.

He holds a Ph.D. in theoretical physics from Drexel University (1991) and an MBA from the Kellogg School of Management (2001).

Areas of Expertise
Information Systems
Information Technology
Portfolio Management
Technology Infrastructure
Print Vita
MBA, 2001, Northwestern University
PhD, 1991, Theoretical Physics, Drexel University
MS, 1989, Theoretical Physics, Drexel University
BS, 1988, Theoretical Physics, Drexel University

Conference Presentations
McGraw Hill Companies Key Leader Briefing, New York, NY, "Bridging the IT-Business Divide," March 2009
DoD/VA Interagency Program Meeting Keynote Speaker, Washington DC, "Strategic IT Management: Challenges and Opportunities," May 2010
Society for Information Management, Phoenix, AZ, "Transformational IT: The Five Secrets of CIO Leaders in Difficult Times," April 2011
Dow Chemical Senior Leadership Summit, Dusseldorf, Germany, "Transformational Marketing: Leveraging Marketing to Drive Profitable Growth and Create a Strategic Advantage," November 2010

Print Research
Research Interests
Strategies and best practices of incorporating e-business technology in established corporations,developing metrics for measuring the value of technology investments

Benaroch, Michel, Mark Jeffery and Robert Kauffman. 2007. Option-Based Risk Managment: A Field Study of Sequential Information Technology Investment Decsions. Journal of Management Information Systems. 24(2): 7-12.
Jeffery, Mark and Saurabh Mishra. 2007. Strategic Marketing Performance Management: Challenges and Best Practices.
Bond, David and Mark Jeffery. 2007. The New Marketing - IT Power Partnership: Insights and Ideas on Creating New Value, Speeding Growth, and Overcoming Common Obstacles.
Benaroch, Michel, Sandeep Shah and Mark Jeffery. 2006. On the Valuation of Multi-Stage IT Investments Embedding Nested Real Options. Journal of Management Information Systems. 23(1): 239-261.
Monteiro, Sheldon and Mark Jeffery. 2006. Missing Millions: Unlocking Strategic IT Value.
Jeffery, Mark and Ingmar Leliveld. 2004. Best Practices in IT Portfolio Management. MIT Sloan Management Review. 45(3): 41-49.
Reprinted in:
Sloan Management Review, 2004.
Working Papers
Jeffery, Mark, Saurabh Mishra and Alexander Krasnikov. 2008. Firm Marketing Strategy Implementation Capability: The Construct, Link to Firm Performance, and the Role of Technology.
Book Chapters
Gershbeyn, Alex, Mark Jeffery and Derek Yung. Forthcoming. "Case - A&D High Tech Case B: Managing Scope Change.".
Jeffery, Mark. 2010. "Return on Investment Analysis." In The Handbook of Technology Management, Vol. 1: Core Concepts, Financial Tools and Techniques, Operations and Innovation Management, edited by Hossein Bidgoli, 434-448. Hoboken, NJ: John Wiley & Sons, Inc.
Jeffery, Mark. 2004. "Return on Investment Analysis for e-Business Projects." In The Internet Encyclopedia, edited by Hossein Bidgoli, John Wiley & Sons.
Jeffery, Mark and Philip Goldstein. "IT Portfolio Management for Colleges and Universities: Balancing Risk/Return for Strategic Results." EDUCASE Center for Applied Research, Research Bulletin.
Jeffery, Mark. 2010. Data-Driven Marketing: The 15 Metrics Everyone Should Know. Hoboken, NJ: John Wiley & Sons, Inc.
Jeffery, Mark. 2011. Meteor Solutions: Measuring the Value of Social Media Marketing. Case 5-110-008 (KEL548).
Walker, RussellMark Jeffery, Linus So, Sripad Sriram, Jon Nathanson, Joao Ferreira and Julia Feldmeier. 2010. Netflix Leading with Data: The Emergence of Data-Driven Video. Case 5-110-006 (KEL473).
Jeffery, Mark, Daniel Fisher, Mirron Granot, Anuj Kadyan, Albert Pho and Carlos Vasquez. 2010. Strategic IT Transformation at Accenture. Case 5-110-002 (KEL471).
Jeffery, Mark and James Anfield. 2009. Outsourcing at Office Supply Inc.. Case 5-107-013 (KEL308).
Jeffery, Mark, Lisa Egli, Jessica Lambert, Liz Neely, Andy Gieraltowski, Jason Miller and Rakesh Sharma. 2009. Air France Internet Marketing: Optimizing Google, Yahoo!, MSN, and Kayak Sponsored Search. Case 5-407-753 (KEL319).
Cooper, Robert A and Mark Jeffery. 2008. Danaka Corporation: Healthcare Solutions Portfolio Management. Case 5-108-006 (KEL363).
Jeffery, Mark and Justin Williams. 2007. DuPont NASCAR Marketing. Case 5-107-014 (KEL166).
Jeffery, Mark, Robert A Cooper and Debarshi Sengupta. 2007. Danaka Corporation: Growth Portfolio Management. Case 5-306-511 (KEL300).
Jeffery, Mark, Derek Yung and Joseph Norton. 2006. MDCM, Inc. (B): Strategic IT Portfolio Management. Case 5-404-770(B) (KEL172).
Jeffery, Mark, Scott Buchanan and Robert A Cooper. 2006. DuPont Tyvek®: Commercializing a Disruptive Innovation. Case 5-306-510 (KEL194).
Jeffery, Mark, Ichiro Aoyagi and Ed Kallett. 2006. Marketing @ Microsoft: The Value of Customer Perception. Case 5-106-004 (KEL189).
Jeffery, Mark, Tim Riitters and James Anfield. 2006. B&K Distributors: Calculating Return on Investment for a Web-Based Customer Portal. Case 5-404-764 (KEL149).
Jeffery, Mark, Derek Yung, Joseph Norton and Alex Gershbeyn. 2006. Clothes ‘R’ Us Point-of-Sale Initiative: Managing IT Programs. Case 5-404-765 (KEL304).
Jeffery, Mark, Robert J Sweeney, Chris Rzymski and Sandeep Shah. 2006. The Value of Flexibility at Global Airlines: Real Options for EDW and CRM. Case 5-404-768 (KEL266).
Jeffery, Mark, Lisa Jackson, Derek Yung, David Bibbs, Michael Dowhan, Daniel Grace, Woody Maynard and Steven Johnson. 2006. Supply Chain Outsourcing at DB Toys. Case 5-404-767 (KEL256).
Jeffery, Mark, Nancy Kulick, Tim Riitters, Scott Abbott, Douglas Papp, Tiffany Schad, Jed Wallace and Jeff Weimann. 2006. San Diego City Schools: Enterprise Resource Planning Return on Investment. Case 5-404-772 (KEL174).
Jeffery, Mark, Robert J Sweeney and Robert J Davis. 2006. ROI for a Customer Relationship Management Initiative at GST. Case 5-404-766 (KEL232).
Jeffery, Mark, H Nevin Ekici, Cassidy Shield and Michael Conley. 2006. Shilling & Smith Acquisition of Xteria Inc.: Data Center Technology Leasing. Case 5-404-773 (KEL259).
Jeffery, Mark, Derek Yung and Alex Gershbeyn. 2006. A&D High Tech (A): Managing Projects for Success. Case 5-404-761(A) (KEL156).
Jeffery, Mark, Derek Yung and Alex Gershbeyn. 2006. A&D High Tech (B): Managing Scope Change. Case 5-404-761(B) (KEL158).
Jeffery, Mark and Saurabh Mishra. 2006. Sony-FIFA Partnership Marketing Program: The Value of Sponsorship. Case 5-206-250 (KEL195).
Jeffery, Mark, Derek Yung, Joseph Norton and Alex Gershbeyn. 2006. Ariba Implementation at MED-X: Managing Earned Value. Case 5-404-763 (KEL224).
Jeffery, Mark, H Nevin Ekici, Cassidy Shield and Michael Conley. 2006. AMG Inc. & Forsythe Solutions: Lease vs. Buy Decisions. Case 5-404-762 (KEL217).
Jeffery, Mark, Derek Yung and Joseph Norton. 2006. MDCM, Inc. (A): IT Strategy Synchronization. Case 5-404-770(A) (KEL170).
Jeffery, Mark, Robert J Sweeney and Robert J Davis. 2006. Teradata Data Mart Consolidation Return on Investment at GST. Case 5-404-774 (KEL196).
Jeffery, Mark, Robin Barnes and Chuck Olsen. 2006. ProSight: New Millennium Financial Technology Portfolio Management. Case 5-404-771 (KEL191).
Jeffery, Mark, Susan Deutsch and Paolo Cuomo. 2004. Technical Note: Lease vs. Buy Decisions for Technology . Case 7-404-753 (KEL263).
Jeffery, Mark. 2002. Case Teaching Note: Sun Microsystems and the N-tier Architecture..
Jeffery, Mark. 2002. Case Teaching Note: Transmeta's Magic Show Case..

Print Teaching
Teaching Interests
Foundations of technology and information management, and technology portfolio management
Full-Time / Part-Time MBA
Enterprise Technology Management (OPNS-458-A)
This course gives managers essential skills for executive oversight of enterprise technology, which is a significant component of practically all business initiatives. Topics covered include return on investment for e-business projects, enterprise resource planning deployment best practices, customer relationship management, enterprise data warehousing, analytic marketing, strategic outsourcing, project and program management, risk management, and strategic alignment of information technology through IT portfolio management. Lectures are complemented by real-life case discussions of strategic and management issues for enterprise technology and include cases on leading technology companies such as Google, Cisco, Microsoft, Oracle and