Trends Report

Think SKUs, Not SOWs: How Marketplaces Will Shake Up Tech Selling

Selling On This Channel Requires Embracing CPG-Style Approaches

November 12th, 2019
Allen Bonde, null
Allen Bonde
With contributors:
Stephen Powers , Liz Herbert , Joe Cicman , Caroline Robertson , Jay McBain , Jacob Morgan , Charlie Ruhl , Emma Huff , Rachel Birrell


B2B marketplaces are not new, but even the least adventurous sellers must now consider selling through or even launching their own marketplace. Early movers demonstrate the importance of understanding your buyer's persona and journey — and offering products that fit self-service buying. With this in mind, we created a framework for evaluating marketplace fit for the items you sell today; we also outline the "marketplace rules" that digital and channel leaders must master to drive an effective, profitable marketplace strategy.

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