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                    <span style="font-size:14px;">Consumerism Of The Enterprise by Rich Julius, Crimson Consulting Group</span><br/>
                    From: <a href="http://www.slideshare.net/CCG/">CCG</a>, 5 months ago<br /><br />
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                    Using B2C ecommerce account management techniques, enterprises can transform B2B ecommerce customers into accounts and accounts into communities with social marketing, case studies.<br /><br />
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Consumerism Of The Enterprise by Rich Julius, Crimson Consulting Group

From CCG, 5 months ago

Using B2C ecommerce account management techniques, enterprises can more

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Slide 1: Consumerism of the Enterprise From Accounts to Communities in B2B eCommerce Rich Julius, Partner, Crimson Consulting Group, Interactive Services www.crimson-consulting.com © CRIMSON CONSULTING 2008

Slide 2: B2B vs. B2C eCommerce  Focus on Accounts vs. focus on Contacts  Considerable investment in the Account Management model:  Infrastructure: B2B companies invest in SFA/CRM systems to manage multiple contacts, contracts, projects, support cases, purchase history, special pricing, and sales marketing intelligence  Trust: the B2B customer agrees to register and be managed in the company’s systems  Considerable benefits:  Improved account management  Higher conversion rates  increased impulse buying through related-item selling

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