• A dynamic environment with evolving product life cycles, customer needs and preferences, relative influence of decision makers across segments etc.
  • Allocation of resources across a portfolio of products and markets.
  • Macrosegmentation and microsegmentation based on the characteristics of accounts and decisions makers respectively.
  • Evolution of the optimal market segmentation over time.
  • Customers concerned with multi-sourcing issues.
  • Interaction between product and supplier positioning.
  • Separation of Research and Development as distinct issues for technology and new product introduction respectively.
  • Industrial marketing mix decisions such as list pricing, discount authorization, sales commissions, promotion, product and corporate advertising and technical support.
  • Detailed treatment of issues in sales force management. For example hiring, firing, training, deployment, motivation and organization.
  • Detailed management of a technical support organization.
  • Facility for licensing and joint ventures between competing firms, resulting in intense negotiation between teams.
  • A comprehensive set of market research studies monitoring the evolution of the competitive situation. These studies include positioning of product and company, and other performance criteria.
  • Antitrust issues and financial implications of marketing and R&D decisions.
  • Treatment of the evolution of supplier-client relationship through the natural stages of testing products, approving supplementary suppliers and adopting a primary supplier.