Gap between B2B buyers and UX service providers

Andrey Sirotkin

Research output: Chapter in Book/Report/Conference proceedingChapter or book articleProfessional


Often the success in business-to-business (B2B) business depends on business-to-consumer (B2C) relationships. This is especially true for companies that provide user experience design as a service. The competitive position of such companies largely depends on understanding their customers’ customers. In negotiations for a new contract, for example, the knowledge of the buyer’s end customers gives an edge over rivals. In B2B to know the client’s customers is to know their business. Without such insight the company will struggle to offer services that make sense to the potential buyer because the services fail to make sense to its customers.
Original languageEnglish
Title of host publicationValue-driven business in the cloud
Place of PublicationEspoo
PublisherVTT Technical Research Centre of Finland
ISBN (Electronic)978-951-38-8128-3
ISBN (Print)978-951-38-8127-6
Publication statusPublished - 2013
MoE publication typeD2 Article in professional manuals or guides or professional information systems or text book material

Publication series

SeriesVTT Research Highlights


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