In a very real sense, winning in business is about choosing a more effective route to the same place.
Generally speaking, different B2B companies will have similar goals and objectives, but very different strategies for achieving them. Of course, the thousands of B2B companies we interact with are all trying to improve their pricing. But they certainly aren’t all going about it in the exact same ways. At a high-level, however, there are similarities that can be classified and characterized. And we’ve been able to identify the two primary paths that are being taken.
We’ve come to refer to one path as “People-Powered”, while the other has been dubbed the “TechnologyEnabled” approach.