I am doing some research, which will be used to write 3 modules of a new B2B Marketing qualification for a professional body. I need case studies, whitepapers, charts and tables, interviews with B2B marketing practitioners, on B2B multi-channel marketing, B2B Strategic Marketing, and B2B Loyalty Management and Retention.

B2B Strategic Marketing. I am looking for research and commentary focused on:

- Strategic resource allocation and business units;
- Planning tools for designing strategy;
- Corporate strategy; creating a business portfolio;
- Entering new markets. forging alliances, acquisitions and mergers;
- Assessing and forecasting markets;
- Competitive analysis;
- Template for a strategic B2B marketing plan
- Finance and budgeting for B2B marketing.

B2B Multi-Channel Marketing. I am looking for research and commentary focused on:

- Marketing channels that deliver value;
- B2B channels of distribution - direct versus indirect;
- Disintermediation - where it works and were it doesn't etc.
- Effective channel design and management;
- Budget and resource management;
- How to facilitate multi-channel sales (industry examples required);
- How to leverage multi-channel servicing and customer experience management for business development;
- How to best exploit contact centres;
- The impact and use of e-channels (email, web, mobile etc.)
- The value, strategies and effective use of customer insight.

The deadline for the above, which will equate to about 20,000 words each, is 11th December 2006. I am only looking for help to source the appropriate research materials and interviews.

Loyalty and retention marketing. I am looking for research and commentary focused on:

- What is loyalty and what isn't it?
- Understanding the touchpoints and loyalty drivers (e.g. what are they?) in B2B Marketing;
- How to move from a sales-led organisation to preferred supplier status;
- How to set up a retention programme; welcome, cross-sell, up-sell, reactivation, and renewal;
- How to use Lifetime Values (LTVs) to drive differentiated service propositions;
- How to use real-time data to customise/personalise websites and contact centre interactions;
- How to optimise the use of multiple channels (web, phone, mail, SMS, and personal visits);
- How to assess the value and relevance of loyalty cards/club concept;
- How to explore online opportunities to build brands and relationships;
- And how to measure the ROI and performance measures.

The deadline for this is 29th January 2007.

Graham Jarvis
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