The Four ‘C’s in B2B

We can look at the B2B Platform that’s needed to support the customer’s expectations from four viewpoints:

The Four Cs of B2B


  • How many do we have?
  • How appropriate are they?
  • How happy are they?
  • How do they behave?


  • What do these customers actually do all day?
  • How can we help them?


  • How easy is it to find the content the customers need?
  • How usable is it?
  • Does it encourage the customer to do what we want?


  • How does our B2B platform affect revenues?
  • Does it reduce our costs?
  • Can we prove the Return on Investment or Net Present Value of our B2B projects?