ISBM Knowledge Community

Welcome to the ISBM knowledge community!

In this new "place," we'll be assembling knowledge resources on B-to-B Marketing for ISBM Members - resources created with your support. And more!

We hope to grow this into interactive site for the advancement of the practice of business marketing. A place to share news and views, fresh insights from the field, benchmarking case discussions, and to build personal friendships across the business marketing community.

Please: come, learn, discuss, contribute!

Upcoming Live Webinars
Collapse Global B2B Relationship Challenges

As companies extend their reach into new geographic markets, one challenge is often the absence of local channel partners with capabilities that are a “given” in established markets.  Suppliers following their key customers to new markets around the world has often been seen as crucial to maintaining a strong global relationship of collaboration.  At the same time as some customers want “everything to be the same” in new markets, others call for suppliers to innovate to match their own investments to better meet the new and different needs of an unfamiliar market.  When we think about everything a supplier does to support a key customer, an important question is “What transfers?”  In other words, what aspects of a global relationship translate easily into a relationship in a market that is new for both a B2B supplier and its customer.  In this discussion, we will focus on the end market as determining what needs to be consistent and what needs to change in a supplier-customer B2B relationship.  We will look at the advantages and disadvantages of familiarity, collaboration, and knowledge, depending on the prospective customers to be served.


Formats Available: Live Webcast + Streaming
Original Webinar Date: October 27, 2015
On-Demand Release Date: October 28, 2015
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