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Sales and marketing automation in the post-Covid-19 scenario: value drivers in B2B relationships

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  • Daniela Corsaro

    (IULM University)

  • Isabella Maggioni

    (ESCP Business School)

  • Mirko Olivieri

    (IULM University)

Abstract

Digital technologies automating marketing and sales activities are rapidly spreading. The adoption of Sales & Marketing Automation (S&MA) systems allows companies to improve their marketing campaigns, track their customers’ journey and generate real-time insights to respond to customers more efficiently and effectively. The Covid-19 pandemic has further increased the importance of S&MA as customers have massively shifted towards digital channels to interact with businesses and purchase products and services. In this paper, we investigate how S&MA generates value for companies in the post-Covid-19 scenario, adopting the perspective of the buyer organization. Based on insights generated through a qualitative and quantitative research, we propose a conceptual model explaining the value drivers of S&MA in terms of benefits and sacrifices. Our research highlights that a mere focus on the technological side of these platforms limits the assessment of value generation as it is crucial to also consider customer-centric, operational and integration-based value drivers. By segmenting the S&MA value perceptions of different companies, this research also provides guidelines to develop, promote and implement S&MA solutions for buyers and vendors operating in B2B.

Suggested Citation

  • Daniela Corsaro & Isabella Maggioni & Mirko Olivieri, 2021. "Sales and marketing automation in the post-Covid-19 scenario: value drivers in B2B relationships," Italian Journal of Marketing, Springer, vol. 2021(4), pages 371-392, December.
    • Handle: RePEc:spr:ijmark:v:2021:y:2021:i:4:d:10.1007_s43039-021-00024-x
    DOI: 10.1007/s43039-021-00024-x
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    References listed on IDEAS

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    Cited by:

    1. Francesca Serravalle & Milena Viassone & Giacomo Chiappa, 2022. "Sensory disclosure in an augmented environment: memory of touch and willingness to buy," Italian Journal of Marketing, Springer, vol. 2022(4), pages 401-417, December.
    2. Eleonora Maria & Michele Simoni & Giuseppe Pedeliento & Marco Galvagno, 2021. "The long Covid effect in marketing and consumer research," Italian Journal of Marketing, Springer, vol. 2021(4), pages 297-303, December.

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