While b-to-b companies have traditionally not reached out to consumers directly, some are now finding value in doing so.
In 2005, Scientific Atlanta (SA) should have enjoyed a surge in sales of its digital set-top boxes to the country's digital cable TV operators. After all, Forrester Research had predicted high-definition TV (HDTV) sets would be in roughly 16 million homes at year's end. Yet the same research concluded that just 7 million households would actually watch HD programs - an ...