These articles and cases come from past research we have conducted on a variety of B2B topics.
HBR Articles |
HBR Cases |
"B2B Salespeople Can Survive if They Reimagine their Roles"
|
"Value Chain Migration at Infosys"
|
"Infosys Technologies Ltd.: Growing Shares of a Customer's Business"
|
"Corporate Ethics Can't be Reduced to Compliance"
|
"Software Acquisition for Employee Engagement at Pilot Mountain Research"
|
"Tie-Breaker Selling"
|
"Customer Value-Propositions in Business Markets"
|
"Business Marketing: Understand What Customers Value"
|
"Turn Your Industrial Distributors Into Partners"
|
"Rethinking Distribution Adaptive Channels"
|
"Capturing The Value of Supplementary Services"
|