B2B Development Disintermediation Technology 
Harvard Business Review
OCTOBER 10, 2014
Loyalty and reward programs provide this type of context for B2C companies, while strategic account and relationship management programs do the same for B2B companies. RFID technology in the lift tickets track the locations of skiers and their friends on the mountain, and their times on the various runs.
Harvard Business Review
AUGUST 5, 2015
The AIDA model and its variants are the basis for sales funnels at many B2B firms. Experience: Buyers use a solution, increasingly in pilots or proof of concepts, and develop perceptions about its value based on that usage. Specious talk about disintermediation of salespeople obscures the real issues facing firms.
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