E-commerce: Unconquered Territories

Added Value for Customers and Companies

Managing such a sophisticated ordering set up is certainly no small undertaking. Tom Fountain, Dell’s director of b-to-b integration, says the company found that segmenting customers into different sales groups has worked out best. These include:

•the relationship segment (Fountain’s domain), which consists of Fortune 3,500 companies with revenue in hundreds of millions up to the largest in the world;