B2B marketers must use a distinct set of strategies and techniques to get the maximum return from institutions. Institutions don't act like businesses, don't buy like businesses, and can't be segmented like businesses. Institutions are relatively stable, consistently funded, and pay their bills. They are not motivated by profit; they need to allocate their budget as directed to accomplish their mission. They only spend the money they have and they spend all of what they have. In fact, the months preceding the fiscal year end are golden opportunities because institutions have to spend all of their funds. In addition, the purchasing practices at institutions can make it difficult to find the true purchase decision makers.

MCH understands the key differences between institutions and businesses and has leveraged that knowledge to develop products and build a business that is now 80 years old. MCH compiles data using methods, structures, and selections specifically designed to help marketers achieve the best return on their institutional marketing investment. The MCH database features information on more than 8 million decision makers at more than 1.1 million institutions.

The marketing database solution you choose has great leverage over your results in B2i. Call your MCH sales representative today to discuss how we can help you with your next marketing campaign.

Glossaries
To view glossaries of MCH data terms, click here.