B2Bmarketing Biz articles from March 2002

B2Bmarketing Biz archives from March 2002

Email Sponsorships Outperform Broadcast Campaigns to Rented Lists.
March 5, 2002... CASE STUDY CHALLENGE: Like many technology marketers, Greg Govatos, VP of Marketing for Chutney Technologies, had a complicated product to explain, "We need to educate customers about a problem they're probably not even aware of." To...

Mixing Direct Mail and Email Improves Marketing Results by 27%.
March 12, 2002... CASE STUDY CHALLENGE: For years now, big business executives have hoped electronic networks and extranets would save them money in dealing with thousands of vendors, partners, and/or resellers. But for the same reason that most of the...

Two Ways to Use Email Newsletters to Support Field Sales Reps.
March 19, 2002... CASE STUDY CHALLENGE: Family-owned and operated Marsh-McBirney is one of the very few independent manufacturers in the water flow measurement industry. Kevin Marsh, Sales Director, notes, "It sounds crazy if you've never heard of the...

How Boise Office Solutions Sold $760 Million via Ecommerce in 2001.
March 26, 2002... CHALLENGE: In 1996, Boise Office Solutions, a wholly owned subsidiary of Boise Cascade Corp (NYSE:BCC), was one of the very first large traditional B2B companies to start selling online. David Goudge, Sr. VP Marketing, explains, "It was...