Understanding the “Elements of Value” for business-to-business brands

Bain & Company, the consultancy, has established a pyramid of values that separate the top-performing business-to-business (B2B) operators from the competition.

Business-to-business (B2B) companies are facing an “experience revolution” that is being driven in no small part by the superior interactions delivered by consumer-focused players like Amazon and Starbucks.

“B2B customers want this same...

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