IT gets swept up in marketing, sales

Maddox, Kate
May 2004
B to B;5/3/2004, Vol. 89 Issue 5, p3
Mount Prospect, Illinois-based Network Services Co. is using the Internet to revamp its 36-year-old business of providing commercial janitorial services, industrial packaging and food service disposables through a national distribution network. The company's proprietary Web-based technology is also creating a new relationship between marketing and IT as they communicate the benefits of the system to customers, suppliers and distributors. Until 2000, the company relied on mainframe computers, telephone ordering, faxes and paper invoices to communicate with suppliers, distributors and customers. The technology has also changed the nature of the relationship between IT and marketing at Network Services. Dave Smith said IT managers now regularly participate in sales calls with customers and prospects, as well as meetings and events with distributors and suppliers, to pitch the technology as a key reason to do business with Network Services.


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