E-mail segmentation grows Sony's IT sales.(Strategy)

Publication: B to B

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COPYRIGHT 2008 Crain Communications, Inc.

Byline: Karen J. Bannan

When Sony Electronics decided in October 2005 to shift from a combination of direct and channel sales to channel only, it needed a way to get the word out to its resellers as well as boost their loyalty. It also wanted to inform its customers and the industry as a whole of its decision, and to unify the look and feel of...

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