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Top 5 Obstacles to B2B Customer Centricity # 3 Silo’d Organisation

The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them Obstacle 3: Silo’d Organisation This is the third blog in our series based on the early res… Read more
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Distributor Management – Avoiding the Pitfalls. Part 3 of 4

In our third Blog Mark Hollyoake looks at some of the common problems which beset Distributor Management. The most common challenges organisations face when starting to work in d… Read more
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Distributor Management – Getting It Right! Part 2 of 4

In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right. The term distributor is widely used to describ… Read more
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Why Distributor Management Is The Same As Good Customer Management. Part 1 of 4

To celebrate the launch of our new Distributor Management Programme, Distributor Management Expert Mark Hollyoake unpicks some of the complexities of working with distributo… Read more
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12 Days of Xmas #11: My true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities in 2016!

On the 11th day of Christmas my true love gave to me a £100,000 training budget to improve my team’s Customer Management capabilities in 2016! I can imagine that many of us would b… Read more
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12 Days of Xmas #5: I created Five Golden Rules for Distribution Management

On the 5th day of Christmas I created Five Golden Rules for Distribution Management I realised that I was way behind in Distributor Management; I skipped all the maids, hens, lady… Read more
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The Golden Threads: Part 4 (of 12): Channel Management

This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of… Read more