5 Low Cost Tips to Boost B-to-B Retention  Jun 15, 2012 10:17 PM By Mary Ann Kleinfelter

Because of the high cost today of generating business-to-business leads and customers today, retention is critical. Even though it is critical, you know you cannot spend more than you can recover in ROI. How do you boost retention and achieve a good ROI?

What Lies Ahead for AmazonSupply?  Jun 02, 2012 7:20 AM By Tim Parry

How will will play out in the business-to-business marketplace? Here’s Monsoon Commerce vice president of marketing Casey Carey’s take.

How to Integrate ERP into your B-to-b Ecommerce Site  May 28, 2012 10:15 PM By Bill Onion

Because it can be so daunting, some organizations choose the path of least resistance and duplicate the ERP data and business logic into the ecommerce system, leaving the two systems decoupled. Unfortunately, this decoupling opens the door to a host of headaches, and companies find themselves wrestling with data replication and timing errors. Understanding and following a few golden rules will ensure that the b-to-b ecommerce site complements the ERP system, and does not try to replace it.

5 Tips for B-to-B Reactivation  May 02, 2012 10:39 PM By Mary Ann Kleinfelter

Profile your new customers, lapsed customers and repeat customers to determine which ones are more likely to buy again and which ones are not. You can use transactional data, like how recently they bought, how frequently they bought, which products they bought, and how much they spent. You should also use the products they bought and the channel through which they bought them. Patterns should emerge.

Experts Say AmazonSupply Will Change B-to-B Ecommerce  Apr 26, 2012 12:42 AM By Tim Parry’s launch of its business-to-business marketplace has the potential to alter the landscape for b-to-b merchants. But while some industry experts see the launch of as an all-out game-changer for b-to-b merchants, others see Amazon’s entry as an added plus for b-to-b sellers.

Managing Catalog Content on Your B-to-B Ecommerce Site  Apr 21, 2012 12:10 AM By Bill Onion

If you

How to Optimize B-to-B Online Marketing Strategies  Apr 16, 2012 1:46 AM By MCM staff

Once you

5 Ways to Test B-to-B Offers  Apr 05, 2012 6:13 PM By Mary Ann Kleinfelter

While the potential exists to improve, many tests actually cost money because they do not even replace the sales of the traditional method you are using, leave alone improving them. So the question is: how can you minimize the risk and maximize the success of your testing efforts, especially in business-to-business marketing? Here are five tips to get you started.

B-to-b Ecommerce Challenges: Creating Support in the Organization  Mar 20, 2012 4:47 PM By Bill Onion

Among the many initiatives an organization takes on in any given year, a b-to-b ecommerce project can be one of the most challenging. Not only do these require resources whose days are filled with conflicting priorities, but it introduces an entirely new sales channel which changes the dynamic of the organization’s working business model. Here’s why the first tactic in a successful b-to-b ecommerce initiative is often the most overlooked as companies charge full steam ahead

4 Tips for B-to-B Personalization  Mar 08, 2012 11:41 PM By Mary Ann Kleinfelter

For a long time, b-to-b marketers were leery of the success consumer marketers were having with personalized offers. Were business customers really going to be more likely to buy an expensive and technical product when addressed by their individual names? As usual, the answer turns out to be: It depends. Here’s why you have to test.

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