Harvard Business Review

APRIL 26, 2011

And while these companies were the first to acknowledge the business benefits of delivering a great customer experience, business-to-business (B2B) organizations are increasingly getting in on the game. Often, the best way for B2B companies to satisfy the multitude of business customers is to focus on the needs of their customers' customers.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. So it's no wonder that there's a lot of uncertainty about, and even fear of, social media in B2B sales departments.

Media 8

Media B2B Seminar Metrics 8

Harvard Business Review

APRIL 4, 2013

Among the select few to address the 6,000 faithful with tales from the leading edge of data analytics at this June''s Hadoop conference will be Netflix, Yahoo — and Sears. For three years, AdAge reports, Sears has been using Hadoop to get a handle on the 100 million customers in its databases. But with a $1.7

B2B 8

B2B Maturity Retail Conference 8

Harvard Business Review

JUNE 21, 2012

For example, it's used by attendees and employees prior to and during the firm's annual user conference, Dreamforce , to reach out, establish connections, and form personal interest groups prior to the conference. Using advocacy to improve demand generation.

Real Estate 9

Real Estate Conference Software Content 9

Harvard Business Review

FEBRUARY 10, 2011

The short conference brought together public and private sector managers working on environmental and social issues. It's increasingly common in the B2B space. Last week I attended an Executive Sustainability Summit hosted by Xerox , Waste Management (WM), and Arizona State University.

Productivity 15

Productivity Products Christensen Document 15

Harvard Business Review

MARCH 31, 2015

Yet, after sales force costs, events are the biggest line item in many marketing budgets, especially for B2B firms. The Dreamforce 2014 homepage had a calculator that provided users with the projected ROI that their respective companies would gain from their presence at the conference.

CRM 8

CRM ROI Budgeting Public Relations 8

Harvard Business Review

JULY 29, 2015

It may be a long time before cloud transportation companies offer anywhere near the same variety that ownership can confer. Tomorrow, the best segment to own might be the B2B buyers who are buying at massive scale. (Ever wonder why Hertz doesn’t have many cars with more than 30,000 miles?).

Industry 8

Industry Transportation Automotive Software 8

Harvard Business Review

MAY 6, 2013

You must move from B2C to B2B, or vice versa. Today, the offering stands out from the competition because of the insights the team gained from an experience outside of the conference room. Imagine, for a moment, your organization limited by the following restrictions: You can only serve one of your existing consumer segments.

Disruptive Innovation 9

Disruptive Innovation Hotels B2C Price 9

Harvard Business Review

MAY 4, 2016

Communicate across logos, taglines, ads, marketing, trademarks, media, trade shows, and conferences.” I transformed Axion’s all-things-for-all-customers mentality, establishing a profitable B2B focus that grew our revenue from less than $.75M ” Résumé Story. 75M to more than $14.5M in four years.

Brand 8

Brand Press Release Marketing B2B 8

Harvard Business Review

FEBRUARY 1, 2016

B2B buyers, for example, tend to work through four parallel streams to make a purchase decision. You see Pareto’s Principle applied to sales all the time — the top 20% of a sales force produces 80% of a company’s revenues and margins — and it’s applicable in a variety of sectors.

CRM 8

CRM B2B Price Budgeting 8