An overview of global B2B technology business.

1. B2B Technology Business An overview Magesh Srinivasan srinivasan.magesh@yahoo.com

2. Contents What is B2B Technology Business? Channel Strategy – the dual approach Direct to End Users Sell Through Trade (Authorised Dealers) Creating the FUNNEL Communication Plan / Mix : An outline Product vs. Solutions Approach

3. 1.What is B2B Technology Business? Fulfilling needs of ‘customers’ not ‘consumers’ Providing solutions to solve business ‘issues’ Offer technical consulting to facilitate ‘business buying’ Consult->Design->Build->Deliver-> Train-> Commission ->Support the ‘customer’ Tender based buying process Long term engagement with the customer Understand the organisational culture of the customer – transfer of knowledge

4. 2. Channel Strategy – the dual approach Direct Sell through trade channel

5. 3. Creating the FUNNEL $ - EXPENDITURE $ - REVENUE

6. 4.Communication Plan / Mix

7. Product Vs. Solutions Approach