Collaborative Corporate R&D Partnering
Unicist B2B Market Segmentation
Managing the Functionalist Principles of B2B Markets
Integrating Functional, Institutional and Personal Segmentations
Based on Collaborative Corporate R&D Partnering
B2B conceptual segmentation allows matching the buying arguments of potential customers. It is based on the segmentation defined by the functionality of the proposals, the positioning of the companies and the personal segmentation of the deciders. B2B segmentation is unnecessary when the buying decisions are based on prices because the selection of the proponents preceded the decision processes. In this case segmentation needs to be used to install the value propositions in the market.
This collaborative project generates an initial positive cashflow for the company, and includes technologies that might be protected by non-disclosure agreements.
Building the Unicist Conceptual Business Segmentation
The unicist conceptual business segmentation provides the context to develop value propositions and to build the marketing and sales processes that fit into the culture of the companies that are approached.
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Basic Technologies & Tools
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The Use Value defines the Structural Segmentation
The structural segmentation is based on the use value that is defined by the specific functionality of a product or service that is implicit in its differentiated operational features.
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The Institutional Positioning Catalyzes B2B Marketing
The catalysts of b2b marketing is based on the institutional positioning in the market that is implicit in the institutional image value that sustains the brand value of products and services.
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B2B Customer Profiles allow Segmenting Sales Actions
Profiles define the operational aspects of the customers where the company has the necessary critical mass to influence a company and the necessary added value to establish stable relationships.
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