BUSINESS TO BUSINESS MARKETING

Krishna K. Havaldar is a Director of Precision B2B Consultants focusing on the areas of Business-to-Business (B2B) sales and marketing strategies. Earlier, he was a Professor of Marketing at Alliance School of Business, Alliance University, Bengaluru. He taught graduate-level courses in Business (B2B) Marketing, Sales and Distribution Management, and Marketing Management. Prof. Havaldar earned his postgraduate diploma in Business Administration from the Indian Institute of Management, Ahmedabad, and a degree in Electrical Engineering from Pune University. Prof. Havaldar has a number of research publications and case studies to his credit. He was in top 10 percent of authors on Social Service Research Network (SSRN) by downloads during June 2017. Additionally, he is a coauthor of a textbook on Sales and Distribution Management, which is now in its third edition. He served as the Dean at Xavier Institute of Management and Entrepreneurship (XIME), and as the Principal of R.J.S. Institute of Management Studies, Bengaluru. He worked in the corporate sector for over 30 years, before entering the field of academia, where he spent further 20 years. In industry, he held senior leadership positions, such as Marketing Manager, General Manager, and Vice-President. The list of companies include Blue Star Ltd., Crompton Greaves Ltd., Steel Tubes of India Ltd. and Kirloskar Consultants. Prof. Havaldar was presented with Excellence Awards for ‘Innovation in Teaching Pedagogy’ and ‘Outstanding Contribution to Management Education’ by Management Teachers’ Consortium (MTC) Global. Presently, he devotes his leisure time to practicing Yoga, reading, and watching cricket – a passion he has been carrying from his youthful days, when he played cricket for Mumbai and West Zone schools, Pune University, and Ranji Trophy for Maharashtra Cricket Association. Shailendra Dasari is the Director of GITAM School of Business, Bengaluru. An engineer by training, Prof. Dasari is an alumnus of IIM, Ahmedabad, where he did his masters in Management. He was awarded PhD by Bharathiar University for the thesis submitted by him on “Channel Relationship Strategies of Manufacturers of Steel and Allied Products and their Effectiveness.” Prof. Dasari has more than 30 years of experience in the steel industry in various senior leadership roles. The companies he worked for include Steel Tubes of India Ltd (STI) as General Manager, Tube Investments of India (TI) as Head of Marketing, Vishal Precision Steel Tubes & Strips (VPL) as Executive Director, and Sathavahana Ispat Limited as ED (Operations), the last two being board positions. After switching over to academics, Prof. Dasari had a long stint with ICFAI Business School as Dean and Campus Head and is presently with GITAM deemed to be University, Bengaluru, as Director, GITAM School of Business and campus in-charge. Prof. Dasari has more than 40 research publications to his credit that include research papers, articles, and case studies in various Management Journals of repute. Apart from handling administrative responsibilities, Prof. Dasari teaches elective courses in Marketing area and also guides research scholars. He is a member of the Academic Council and Board of Studies of GITAM deemed to be University.