PakTek-Artios: Unleashing Growth in B2B Business Relationships - Interactive Version

The PakTek–Artios LiveCase creates a dynamic scenario in which learners assess a B2B customer-supplier relationship and identify opportunities for its improvement in order to generate increased value and growth for both companies.

Learners assume the role of the newly appointed Chief Sales Officer at PakTek, a leading manufacturer of packaging and processing machinery. Through interactive chats and video messages received from PakTek colleagues and representatives of one of their key customers, Artios, the learners piece together a comprehensive view of the two companies’ working relationship. Ultimately they must identify recommendations for how PakTek can safeguard and grow this relationship.

Using multimedia assets, interactive and AI-generated chats, the PakTek–Artios LiveCase offers educators a unique tool with which to bring the dynamics and tensions of B2B customer-supplier relationships to life. It can be used synchronously or asynchronously, online or in person. The host interface allows educators to easily track and review the progress of learners as they complete the LiveCase.

Appropriate for sessions in executive education, Executive MBA, MBA and other graduate-level programmes, and for advanced classes at the undergraduate level, the PakTek–Artios LiveCase has been designed for use in a variety of classes, including B2B marketing, marketing strategy and management, sales strategy and management, or key account management.

1) Explore the strategic relevance of key customer-supplier relationships in Business-to-Business Markets.
2) Assess the maturity level of a B2B customer-supplier relationship through interactive chats and multimedia assets.
3) Identify hands-on action-oriented recommendations for growing the customer-supplier relationship.