Jagan Institute of Management Studies (JIMS), Rohini, organised an insightful Guest Session on “Business-to-Business (B2B) Markets” on 16th September 2026 for the students of PGDM-IB & RM (2026–2028).
The session was conducted by Mr. Aniket Narula, Sales Director – Modern Trade, E-commerce, CSD & Institutional, Signify, who brought valuable industry experience and practical perspectives to the classroom. He discussed the distinctive dynamics of B2B markets and highlighted the importance of understanding customer needs, developing value propositions and building strong business relationships.
The session covered key areas including B2B sales and marketing, customer relationship management, channel management, institutional business, modern trade and e-commerce. Through practical examples and industry-based insights, students gained a better understanding of how organisations manage diverse customer segments and adapt their strategies to changing market conditions.
The interactive discussion encouraged students to connect theoretical concepts with real-world business practices. It also provided valuable insights into the challenges and opportunities within the B2B ecosystem and the evolving role of sales and relationship management.
The session served as an effective industry-academia interface, enriching students’ learning through practical exposure and contemporary industry perspectives.