In some B2B businesses, only a small subset of the customer base actually drives the largest portion of their profitability. Bain & Company's Mark Kovac explains how B2Bs can realign their growth strategy to existing accounts with the most potential.
Global Head of Commercial Excellence Group, Partner
Bain & Company
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From Which Sources Are C-Suite Executives in Select Countries* Most Likely to Seek Out Thought Leadership Material? (% of respondents, July 2018)
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What Actions Do C-Suite Executives in Select Countries* Typically Take When Thought Leadership Material Resonates with Them? (% of respondents, July 2018)
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The Rise of Retailer- and Brand-Operated Marketplaces
Aug 12, 2019
Utilizing marketplaces is one way for a seller to expand reach. But for some manufacturers and distributors, that increased reach is not worth the competitive threats that they may face on a marketplace.
A Guide to the Top Three B2B Marketplaces: Amazon Business, Alibaba and Thomas
Aug 07, 2019
When a B2B company is starting to build or assess its current marketplace strategy, understanding the different marketplace options is a first step. For our “B2B Marketplaces 2019” report, we analyzed the top three B2B marketplaces in the US—Amazon Business, Alibaba and Thomas—along with an overview of what makes their platforms work for both buyers and sellers.
Alibaba Is Banking on US SMBs to Go Head-to-Head with Amazon
Jul 23, 2019
Twenty-year-old Chinese ecommerce giant The Alibaba Group is making moves to grow its US B2B business, allowing US-based small and medium-sized sellers to list goods on its B2B marketplace, Alibaba.com.