discussion board 267

Read the HBR article “How B2B Sellers Are Offering Personalization at Scale” How B2B Sellers Are Offering Personalization at Scale.pdf

As the authors suggest, due to companies like Netflix and User, B2B customers have come to expect that they will receive, “what they want, when they want it, mostly on the first try.” This has caused B2B companies to change the way the deal with potential customers who are expecting to be approached with “relevant offers at the right moment”. Look at the areas in which the authors suggest that leading B2B marketers and sales representatives distinguish themselves to meet the expectations of potential B2B customers. Relate these areas to the company you’ve selected for your Marketing Plan and explain, to the extent you can, if your company is or isn’t adopting these approaches.

Please support your post with examples. If you provide an example from XEROX, it would be more useful for me.

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