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RTB House Editorial Team
Published:
10 December 2025

In Complex B2B Sales, Trust Is the Real Differentiator

If everything is automated, why are there more humans involved than before? And why is person-to-person trust more important than ever?

In enterprise sales, buying groups now average 10 to 11 stakeholders, stretching to 15 or more in global deals*, and decision cycles can last up to 16 months. Over that time, there are countless touchpoints—each of which has the potential to make or break a deal. And once the deal is done, it doesn’t stop there. Every interaction with a new business partner can strengthen or sabotage the relationship.

Our own Mateusz Kołodziejski, Global Head of Marketing & PR, and Anna Jankowska, Executive Vice President of Global Partnerships, approach B2B sales processes from different places. Still, they share a single vision. In a time when AI is flooding inboxes and online feeds, authentic connections are the only ways to make people believe in your business and to build partnerships that last.

We sat down for a coffee with Anna and Mateusz and got deep into it.

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  • Published:
    4 June 2024

    RTB House Enhances Privacy and Regulatory Engagement With New Hire

    Charles Simon joins the independent global AdTech company as VP of Private Advertising Standards.

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  • Published:
    4 December 2023

    RTB House Appoints Krzysztof Słowik as VP of Engineering to Strengthen Growth and Innovation

    Słowik brings a breadth of experience from major tech companies such as Google and Microsoft.

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  • Published:
    28 November 2023

    SEM House Agency Debuts on the Digital Marketing Market

    RTB House announces the launch of SEM House, a digital agency specializing in the planning and execution of search engine marketing services. What sets SEM House apart is its ability not only to create and distribute quality content, but also to develop complete strategies for it, both locally and internationally.

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  • Published:
    21 November 2023

    RTB House Introduces IntentGPT for More Precise Audience Insights

    IntentGPT will better understand open internet user interest and intent to optimise results and deliver more accurate targeting for clients.

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  • Published:
    29 September 2023

    RTB House bolsters Executive Team with the hire of Michael Lamb as Chief Commercial Officer

    The independent global marketing technology company appoints new CCO to lead commercial operations.

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  • Published:
    19 July 2023

    The Importance of Gradual Third-party Cookie Deprecation for the Successful Transition of the Advertising Ecosystem

    The Privacy Sandbox timeline states that in Q3 2024, “Chrome will phase out support for third-party cookies over a two-month period.” Whether or not Q3 2024 is the right time is an important question, but in this blog post, we’d like to focus on the second aspect of the deprecation—the duration of the time over which it reaches 100% of users. We will argue that a two-month timeframe (a “cliff”) is too quick and therefore, dangerous. To maximize the chances of AdTech successfully transitioning to a cookieless world, the deprecation ramp-up should be more prolonged, gradual, and known in advance.

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