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How a B2B Info Services Provider Turns $300 Online Subscribers to $60,000 Corporate Accounts

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Quick Overview From its roots as a classic B2B trade publisher, RISI has grown through mergers and acquisitions into a diversified information services provider for the forest products industry. Insider spoke with Matt Graves, SVP Pulp & Paper Division, and Thom Smith, Director of Marketing, to learn how the company combines direct marketing with a corporate sales force to step up customers from $300-$400 online news subscriptions to $50,000+ corporate site licenses for a portfolio of services. ...

 

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