A large number of organizations are in the business of selling to businesses. They never sell to consumers, and, in fact, their business is more dependent on how well their customers are performing than almost any other factor. In this middleman role, whether as distributors or value-added providers, these organizations face unique data challenges.

One such middleman organization I worked with is a multibillion dollar building supply provider. In their business model, they provide many of the masonry, plumbing and electrical components to major home builders and developers. Faced with not only the normal challenges of running their business, they are also highly impacted by the challenges that their customers, the home builders, face.

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