Summary
Historically, most B2B organizations have gone to market on a product‐by-product basis. But product‐focused marketing efforts are limited by their emphasis on features and functionality, and often fail to address underlying buyer needs. Dell has advanced significantly along their multi-year journey to further customer-centric marketing. Dell’s initial success with the Campaign Framework demonstrates the business benefits of adopting a customer-centric marketing approach.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.
Purchase this report
This report is available for individual purchase ($1495).