Customer Intimacy Market Segmentation Productivity Technology 
Harvard Business Review
JULY 29, 2013
SAP has refocused its large and growing inside sales team towards working with channel partners, rather than directly with customers, as part of a strategic initiative aimed at increasing channel sales to 40% of the company''s total sales by 2015. Different companies divide it in different ways: By market segment. By geography.
Harvard Business Review
APRIL 18, 2013
retailer Tesco built detailed profiles of customers and then used these insights and a flexible supply chain to customize their products and offers. Creating products and services for market segments of one (" mass customization ") isn''t easy. In a previous post , I described how U.K.
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