Publications

The pace of digital growth in the BRICI markets is unforgiving of strategic mistakes—today’s Internet user base of 610 million will swell to 1.2 billion by 2015. Companies need to connect with these new digital consumers now in order to grow with them in the future. This report draws from 2,000 interviews and numerous focus groups in ten cities to detail Internet and mobile-phone usage in the BRICI markets, where online behavior patterns differ markedly from those in developed countries.

The information and communications technology industry has tremendous potential to improve energy efficiency, cut carbon emissions, and mitigate climate change. But it is necessary to have a common yardstick for assessing carbon emissions savings arising from such solutions as smart motors, smart logistics, smart buildings, and smart power grids.  This report proposes a methodology for identifying and quantifying the impacts of these measures. The report was sponsored by the Global e-Sustainability Initiative (GeSI), an international partnership of companies.

When you have only one shot at winning, you must make it count. Any business-to-business company that relies on infrequent bidding for major contracts must master what we call “one-shot pricing.” Because no one-shot-pricing scenario is exactly like another, companies may wrongly assume that they can simply take an ad hoc approach. In reality, a sharply focused strategic lens and disciplined execution remain crucial. In most cases, at least one or two percentage points of operating income are at stake.