Business-to-Business (B2B)
Survey Sheds Light on Vendors' B-to-B Data and Business Practices
B-to-B firms now have access to new data sources from the Internet. This, coupled with online ordering, gives marketers the ability to search fields, generate counts and place orders instantly....
Qwest Uses Mail to Sell B-to-B Online Service
Internet provider Qwest is using a direct mail series to sell service to businesses. The company is targeting users of rival services....
GXS Purchases Brazilian Firm Interchange Servicos
GXS, a provider of online business-to-business software, has acquired Interchange Servicos S.A, a Brazilian electronic data interchange services firm, for an undisclosed sum....
Efficient B-to-B E-mail Marketing
We all want to do more with less these days. When you compare the cost of postal mail (about $1 apiece) to that of e-mail (about a penny per message)...
DMA Puts B-to-B Conference On Hiatus
The Direct Marketing Association has postponed its 2009 B-to-B Lead Generation Conference. The conference had been scheduled to be held April 6 through 8 in New Orleans....
DM Lags in Directional B-to-B Survey
While admittedly not a representative sample, a new study from integrated marketing firm Sagefrog gives directional insight into business-to-business marketers’ activities. Direct marketing does not fare especially well....
Steven Semmelmayer Takes Helm At Discus Dental
Discus Dental, a business-to-business marketer of oral hygiene and tooth-whitening products to dentists, has tapped Steven J. Semmelmayer to serve as its CEO....
Boise Income Hit By Hurricanes, Finance Charges
Boise Inc. generated $633.1 million in sales, and another $30.1 million in income from operations, during its most recent third quarter. ...
Three Rules for B-to-B Testing
Small test targets aren't unique to B-to-B markets, but the following principles reflect the realities of business DM's complex sales environment....
The Case Against A/B Splits
As multivariate testing takes off, the dear old A/B split is losing favor with statisticians....
Scaled-Down Testing: Tips for DMers with Small Target Audiences
Business-to-business direct marketers find it hard to test, and for a good reason: B-to-B campaigns are complicated, with multiple touches and long sales...
Do The Math
Loyalty Builders' mathematician Bill Vorias offers a hypothetical example of how a lowered confidence-level requirement can work....
Tandberg Retains Goodman Marketing Partners
Tandberg, a video conferencing and mobile video products provider, has selected Goodman Marketing Partners to create a direct marketing lead generation campaign...
Editor-in-Chief Trickett Out at DM News
Eleanor Trickett has left her position as editor-in-chief of DM News to take an editorial position at WeightWatchers.com, Direct has learned....
Lab Safety Acquires Highsmith
Lab Safety Supply Inc., a cataloger of safety equipment, has acquired Highsmith Inc., a direct marketer of library equipment, furniture and supplies, for an undisclosed sum....
