Everyone supports the Customer

The Customer - quite rightly - has expectations of support

Our support function starts when the customer does business with us. To be strictly correct it may a prospect rather than a customer and he or she may be trying to do business with us, rather than actually succeeding!

 

Lead Generation supports finding new prospects and customers

Generally speaking, B2BCo can not have enough prospects and customers. We'll talk later about the exceptions that prove that particular rule, as well as examining online and offline Lead Generation techniques and how they work in detail.

 

Sales and Service support the customer trying to do business with us

High value business-to-business transactions imply intensive support of the customers' decision-making process, as well as on-going support for the products (and/or services) throughout their useful lifetime.

 

Corporate Functions support everyone involved in the process

The organisational structure of most B2B players distingusihes between corporate functions and field functions. Activities such as Key Account Management, Strategic Business Applications are almost certainly influenced by corporate guideline and activities. Manufacturing and Purchasing, but also Product Management and Marketing are most likely to be centralled controlled.

Let's look at the B2B Platform Issues that we need to consider, if we are to support the customer's expectations properly.

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