Harvard Business Review

MAY 10, 2018

While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in old-line industries selling what might be considered commodity products. For a deep dive into the elements, see our related HBR article “ The B2B Elements of Value ”).

B2B 8

B2B Chemicals Venture Funding Engineering 8

Harvard Business Review

MARCH 31, 2016

Forrester Research predicted that one million B2B salespeople will become obsolete by 2020, lost to e-commerce. Will there really be fewer B2B salespeople in 2020? Buyers used the salesman’s help to evaluate what products to purchase, especially for new technologies like clocks and sewing machines. Fast forward to 2015.

B2B 8

B2B B2C Uncertainty Self-aware 8

Harvard Business Review

DECEMBER 14, 2018

Companies increasingly use digital technologies to circumvent distributors and enter into direct relationships with their end-users. As a result, many B2B companies remain stuck in a stalemate. This dual distribution strategy resonated with both consumers and investors — as Cree’s stock price tripled from 2011 to 2013.

Strategy 10

Strategy B2B Insurance Business Model 10

Harvard Business Review

JULY 9, 2014

The marketers of Clearblue Advanced Pregnancy Test, a product that can tell you if you’re one-week, two-weeks, or three-plus weeks pregnant, asked a couple of D-list celebrities to tweet out their positive tests back in 2013. If you’re still using focus groups, you’re using 30-year-old technology.”

Market Segmentation 8

Market Segmentation Marketing Insurance Price 8

Harvard Business Review

JUNE 30, 2015

Inside the company, we sometimes refer to this initiative as “The Death of McKinsey,” an identifier not-so-loosely inspired by a blog post from Gordon Ritter and motivated further by a 2013 Clayton Christensen HBR article. Slowly but surely, these same techniques are being brought to the B2B space, and to health care.

Health Care 8

Health Care Benchmarking Short-term Gordon 8

Harvard Business Review

NOVEMBER 15, 2013

Jack Ma, founder of Alibaba, the world’s largest online B2B global trading marketplace, is probably the most obvious choice. Can you, in fact, name ten Chinese entrepreneurs who you think dream dreams big enough to be likely to build the future? Can you name five?

Entrepreneur 8

Entrepreneur Proposal Stage-Gate Disruptive Innovation 8