Maximize the Power of B-to-G Segmentation — Like CDW Did

All markets have unique needs, and nowhere is this more obvious than in the business-to-government (B-to-G) market. Regardless of the validity of the premise, B-to-B catalogers must address this issue to meet the expectation of treating the market differently. This perceived difference, plus the perceived value of treating the market niche differently, can lead to premium prices and increased market share.