Stop Treating B2B Customers Like Digital Novices
Harvard Business Review
MAY 10, 2016
As Bernard Hours, the former COO of Danone, put it, “On the internet, a brand has to become a person, to listen and to answer questions.” ” In the B2B world, though, the experience is very different. It had been reasonably successful in dealing with the 10% of large customers who drive 90% of revenue.
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