Before the Internet, B-to-B direct marketing must have been a snap. Think about it: for customer acquisition, direct mail was the only game in town. All you needed to do was create compelling offers, buy or rent decent lists, send out the mail and get results. Once the campaign was over, crunch the numbers, pick the best offer and find better lists. It all came down to looking at how much it cost to acquire each customer and how much each customer was worth.