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

JUNE 7, 2018

Like this manufacturer, many business-to-business (B2B) companies have a major opportunity to improve their standing on price. This runs counter to the norm at many B2B sales organizations, which give little or no formal training on price realization. We gathered their self-rating of 42 pricing capabilities and outcomes.

B2B 10

B2B Price Survey Company 10

Harvard Business Review

MARCH 16, 2016

Collaborative innovation is a hot topic in the B2C space, where it overlaps with crowdsourcing, but we see B2B players taking an interest as well. Nonetheless, innovating with customers should work well in B2B, as it should give companies a deeper knowledge of their customers and promote a trusting relationship.

B2B 8

B2B Innovation Company Workshop 8

Strategy Driven

APRIL 10, 2019

For example, if you run an agricultural business and your customers are interested in purchasing wetting agent chemicals, private label products allow you to focus your efforts on marketing while ensuring your customers receive top-quality goods from a more specialized manufacturer.

Productivity 50

Productivity Products Brand B2C 50

Harvard Business Review

JANUARY 6, 2016

Those forces are dramatically changing the way B2B companies and their customers approach buying and selling, too. ” Understanding specialty chemicals customers: “Big data and analytics help us improve customer targeting and achieve more cost-effective deployment.” Sellers must respond.

B2B 8

B2B Information Information Technology CRM 8

Harvard Business Review

SEPTEMBER 25, 2014

This sort of collaboration has been well-documented in the B2C context (where it’s often called “crowdsourcing” or “co-creation”), but we see it in B2B companies as well. Recently, the German chemicals giant collaborated with another chemicals company. This happens more often than you might think.

B2B 8

B2B Workshop Chemicals B2C 8

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time. Yet the payoff is huge.

B2B 13

B2B Chemicals Analysis B2C 13