ISBM at the Penn State Smeal College of Business – Academic Institute supporting B2B Research. Switch to the ISBM-Corporate website.
To succeed in new product development, the role of operations should be emphasized.
A recent survey of ISBM member firms revealed that AI adoption is poised to grow.
B2B outperformers in tech and telecom industries go to market more effectively than their competitors by focusing on four key areas.
As the demand for B2B services grows, so do the challenges for new entrants providing them.
The three key components of a customer-obsessed growth engine are creating buyer value, aligning marketing, sales, and product teams, and leveraging technology.
A recent survey of B2B marketers revealed that both budgets and the use of AI are expected to grow in the coming years.
For B2B firms to thrive in disruptive environments, there must be a synergy between online and offline channels.
Chatbots are not only increasingly used in B2B industries to generate leads, but also have been associated with improved conversion rates.
While garnering favorable customer reactions following offerings is critical, the role of human or AI agents as the deliverers of offering information could prove to be a deciding factor.
This article, focusing on AI, platforms, and network effects, distinguishes between products that are “like air” (that one needs continuously and is critical for survival) versus “like hair cuts” (that one needs only once in a while and can do without). The authors describe the notion of a ‘modern business model’, and demonstrates how these companies are more resilient.
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