Measuring the client’s value perception is a great indicator for recurring business

When defining the forecast for next year, it is always sort of a guess to predict the amount of repeat business you will get from your existing B2B clientèle. Of course, you have great account managers who are chasing the clients to get the information that improves the predictability. And they will probably also ask …

Regent hotel to inspire B2B companies who are adding services to their products

We are now receiving commercial deals from hotels in Berlin. Want to stay out there at an interesting rate for October 18 and 19? Try a hotel in Berlin and mention "ISM4.0" and see what happens. One of the hotels that has offered us a very good package deal is the Regent hotel. Five star …

‘Value in Use’ is KPI for Customer Value Management

Account Management is evolving towards 'Customer Value Management' or 'Customer Success Management'. These terms are not just trendy names, though. Customer Value Management, just like it says, is managing the value your solution is offering to the client. This value -- and its evolution over time -- is a prerequisite to keep on doing business …

The results of outcome-based solutions are the client’s responsibility too.

The value of a solution is created over time by both the supplier and the customer. By committing to an outcome-based contract, you take part of your customer's risk, although the outcome does not only depend on your team, but is also determined by your customer. In order to reduce the recurring risk over time, …

B2B Marketing = Industrial Marketing. Or not?

B2B Marketing equals Industrial Marketing -- almost. There are two differences. One is about perception. The other is about interpretation. B2B is short for business-to-business, as opposed to business-to-consumer or B2C. The problem is, the world does not consist of two 'camps' only. What about business-to-government marketing? And what about business-to-institutions marketing? And why would …