Harvard Business Review

APRIL 26, 2011

Much of the conversation about customer-centricity focuses on business-to-consumer (B2C) firms. 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.

B2B 15

B2B Airlines Travel Stage-Gate 15

Harvard Business Review

JUNE 12, 2018

Other telecoms are offering solutions such as smart parking and waste management systems. But now the range of possibilities has gotten bigger, and B2C or even B2G2C business models are growing more common. Automakers are adding new options to their vehicle portfolios for smart urban mobility.

Real Estate 9

Real Estate Company Transportation B2C 9

Harvard Business Review

APRIL 29, 2016

As B2C companies rush to exploit new IoT applications, pushing technology to potential end users no longer works. Their excuses for missteps include security issues, complexities of managing product life cycles, and lack of interoperability. Product function is valued more highly than the expected or actual user experience. .”

Technology 8

Technology B2B B2C Mass Marketing 8

Harvard Business Review

JULY 30, 2013

Across our portfolio and in my own entrepreneurial experience, I have seen three main sales models work successfully in scaling B2B sales: 1) Enterprise; 2) Telephone; 3) Developer-driven. The typical quota for a sales rep varies by type of business model (SaaS vs. perpetual), product gross margin (e.g., 1) Enterprise Sales.

Marketing 8

Marketing Productivity Products Learning Curve 8

Harvard Business Review

MAY 18, 2018

Pivot from Partner Management to Ecosystem Orchestration: To regain visibility and control over CX, B2B companies need to consider their indirect partners as extensions of their own business and critical enablers of new business models and CX strategies. To conduct sales success, B2B leaders must do this.

B2B 8

B2B Strategy Company Content 8

Harvard Business Review

DECEMBER 23, 2016

If you want to see how mobile technology can disrupt the very basics of business models and habits established over hundreds if not thousands of years, look at what’s happening in India. Companies entering India should abandon PC- and laptop-based business models and instead focus on digital businesses using the mobile platform.

Strategy 8

Strategy Banking Venture Capitalist Bottom-up 8

Harvard Business Review

OCTOBER 2, 2012

As we have seen with the recent speed bumps at highfliers like Groupon and Zynga, taking "lean startups" from foundation to creating sustainable, scalable, profitable business models is a very rare and special task. Going B2C was daunting and not in our core DNA," Kaufer remarked. Magical, really. and EBITDA margins are 47%.

EBITDA 8

EBITDA Engineering Travel Business Model 8

Harvard Business Review

DECEMBER 18, 2017

“Advances in technology have helped us reimagine fan engagement and create new business models that we never thought possible. “NASCAR is unique for the loyalty of its fans and the way that the entire sport comes together once a week,” says Nick Franza, Manager, Technology Integration and Development at NASCAR.

Sports 8

Sports Brand Content Industry 8

Harvard Business Review

JUNE 20, 2018

About the Research These insights stem from a three-year study (2015-18) in which 102 interviews were conducted with multinational executives, startup entrepreneurs, accelerator managers, government officials and industry experts in China and India, chiefly in the cities of Bangalore, Beijing, and Shanghai.

Incubator 9

Incubator Company Policies B2C 9