Coaching Tip

SEPTEMBER 30, 2011

One of the biggest differences between B2B and B2C worlds is marketing. B2C companies invest millions to understand the various personas, segments, demographics, and geographical nuances to help them determine how to position and manage their brands to appeal to the faceless masses. By Guest Author Sean Geehan. They are: .

B2C 95

B2C B2B Marketing CIO 95

Harvard Business Review

OCTOBER 6, 2015

The company’s CFO highlighted “an order of magnitude” increase in coupon expenses—primarily higher redemption rates—as the key culprit for the profit drain. Bed Bath & Beyond’s ubiquitous 20%-off postcards, for example, are helping overall sales: the store’s revenue rose 1.7%

Discount 8

Discount Retail Price B2C 8

Harvard Business Review

SEPTEMBER 22, 2011

Bain research shows that leading companies can achieve 60% or better response rates in B2B companies and 30% or more in most B2C situations. Your CFO and finance team can take a leadership role here. A clear link to financial and strategic outcomes. Your customer metrics must correlate with financial and strategic goals.

Incentives 10

Incentives Sample Customer Loyalty Metrics 10