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Analyst Opinion "The B2B Search Marketing Playbook" A Best Practices report from Forrester Research (June, 2006)

Excerpt:

“Because the majority of business buying involves built-to-order or custom products, online services that let buyers receive proposals and quotes from qualified providers will gain popularity. One online marketplace, BuyerZone, publishes an online buyer’s guide and – based on product category and buyer-submitted criteria – matches buyers with network suppliers that pay BuyerZone for the lead and then contact the buyer directly to pursue the sale.

Similar to LendingTree, which aggregates lenders and mortgage rates for consumers looking to buy a home, this model will bring procurement departments more provider choices and drive down costs as providers compete to win their business. Similarly, sellers will spend less time and money prospecting because they will get purchase-ready buyers, not just early-stage shoppers.”