Posts by: Pravin Vemuri and Anirban Sengupta

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You cannot sell value to everyone

By Pravin Vemuri and Anirban Sengupta February 5, 2014

Once we know which segment which customer belongs to, we work towards creating our customized pitches for each segment.

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Customer Segmentation by Purchasing Process and Strategy Part One

By Pravin Vemuri and Anirban Sengupta January 7, 2014

“You cannot sell on value to everyone. We realized this hard fact of life after a draining annual negotiation with a major Chinese OEM (let’s name them Firm X). At the negotiation we were fighting for multiple lines of businesses.” So what can you do? A closer look at B2B price segmentation on buying behavior.


About The Author

Pravin Vemuri and Anirban Sengupta headshots
Pravin Vemuri works as a marketing manager at Cypress Semiconductor. He holds a BE in IT from Mumbai University , India and an MBA from Indian Institute of Technology (IIT), Delhi, India. Anirban Sengupta is a Pricing Manager Cypress Semiconductor. Sengupta holds a BE in Electrical Engineering from National Institute of Technology , India and an MBA in Marketing from Symbiosis Centre for Management and Human Resource Development (SCMHRD), Pune, India.