need to make sure that investing in additional services will create a competitive
advantage and provide them with additional income (Kendall, 2018).
Figure 1. Methods for pure technologies commercialization for the B2B sector
Source: Made by the authors
Functional Specialists
purchasing managers
engineers safety
managers
economists
financiers
technologists
others
Factors of value
Additional
Services
✓after-sales
service
(warranty)
✓complex technical
service
✓business service
Non-price
✓product
quality
✓maintenance
✓logistics
✓timelydelivery
Price
✓price
✓terms of
payment
✓
manager on purchases
✓
financial director
✓
PR-manager
✓
B2C-market
✓
others
✓
social media
✓
blogs
✓
search engine optimization
✓
functional sites
✓
high-quality content
✓
consulting
✓
financial services
✓
outsourcing
Stages
✓
researching the customer needs
✓
accurate market segmentation
✓
creating a valuable offer for every
segment
✓
protection of private property
4. Identification of a key
person (Iain, 2010)
5. Introduction of new IT
6. Business Consulting
3. Full business
information of the
Customer (Benes, 2018)
2. Value of technology
1. Competencies
7. Marketing strategy
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