B2B Technology Business

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An overview of global B2B technology business.

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B2B Technology Business

  1. 1. B2B Technology Business<br />An overview<br />Magesh Srinivasan<br />srinivasan.magesh@yahoo.com<br />
  2. 2. Contents<br />What is B2B Technology Business? <br />Channel Strategy – the dual approach<br />Direct to End Users<br />Sell Through Trade (Authorised Dealers)<br />Creating the FUNNEL<br />Communication Plan / Mix : An outline<br />Product vs. Solutions Approach<br />
  3. 3. 1.What is B2B Technology Business?<br />Fulfilling needs of ‘customers’ not ‘consumers’<br />Providing solutions to solve business ‘issues’<br />Offer technical consulting to facilitate ‘business buying’<br />Consult->Design->Build->Deliver-> Train-> Commission ->Support the ‘customer’<br />Tender based buying process<br />Long term engagement with the customer<br />Understand the organisational culture of the customer – transfer of knowledge<br />
  4. 4. 2. Channel Strategy – the dual approach<br />Direct<br />Sell through trade channel<br />
  5. 5. 3. Creating the FUNNEL<br />$ - EXPENDITURE<br />$ - REVENUE<br />
  6. 6. 4.Communication Plan / Mix<br />
  7. 7. Product Vs. Solutions Approach<br />

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