This document reviews the dynamics of business-to-business relationships, primarily from the supplier side. It considers the rise of Aggressive Sourcing and the strategy/tactics for relationship marketers/sales managers in that context.
It then considers the requirements and architecture for business-to-business CRM systems, and also the longer wholesale/retail chain through the the end customer/consumer (B2B2C).
Finally, it covers the design of a B2B Channel strategy, using a profitability model to drive specific actions to maximise profit whilst also increasing customer service.
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Flipbook coming soon
The FlowPaper flipbook for this document will be embedded here once it has been published. (Ref: perspectives-on-b2b-crm)