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B2B Embraces Its Omnichannel Commerce Future

B2B Embraces Its Omnichannel Commerce Future

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How B2B Companies Plan To Leverage Online Selling To Drive Better Results And Growth

SUMMARY

This report points out that B2B online customer expectations and the shopping experience should be put at the heart of businesses' ecommerce and omnichannel strategy.

E-Commerce decision-makers interviewed for this report believe that as companies work on their omnichannel strategy, they should pay strong attention to the complete shopping journey as online buyers show very different behavior compared to just offline consumers.

This study is based on a survey with 317 online sales and sales strategy decision makers at manufacturing and consumer goods firms. It reveals that one-third of sellers surveyed have developed an omnichannel strategy. In any case, the majority of companies are planning to follow the same steps in the near future.

Meanwhile, BSB sellers must also use the digital tool to their advantage and create a real omnichannel selling strategy, the document says. In that respect, B2B sellers are still behind B2C and B2B2C omnichannel commerce standards as less than half of businesses surveyed are meeting best practices when it comes to people, process, technology, and culture.

The research highlights that B2B sellers have a strong preference for integrated SaaS solutions for their online shopping strategy. The reason for this is that they think SaaS solutions are faster to implement, cheaper and boost better innovation, in their view.

Report download requires free registration on the publisher’s website.

OUTLINE

Executive Summary

B2B Sellers Must Adapt To Meet

Buyers’ Digital Demands

Fewer Than Half Of Sellers Meet Omnichannel Commerce Standards

B2B Sellers Turn To Integrated SaaS Solutions To Drive Omnichannel Efforts

Sellers See eCommerce As Primary Driver Of Future Business Growth

Key Recommendations

Appendix

DETAILS

Overview

Researchfinder Rating
4 out of 5 stars
Title
B2B Embraces Its Omnichannel Commerce Future
Sub-Title
How B2B Companies Plan To Leverage Online Selling To Drive Better Results And Growth
Region
Global
Published
June 1, 2018
Publisher
Salesforce
Price
FREE
Language
ENGLISH

Content

Number of Pages
12
Number of Tables
12
Number of Exhibits
2
Topics
e-commerce, saas
Tags
b2b eCommerce, ecommerce, ecommerce platforms, ecommerce trends, global, omni channel, online consumer needs, online shopping behavior, SaaS, Salesforce
Methodology
This report is based on a survey with 317 B2B seller businesses in Benelux, France, Germany, the UK, and the US to examine the state of B2B omnichannel commerce. Participants included decision makers in IT, marketing, operations, product teams, and sales/eCommerce.
EVALUATION

A short but comprehensive report on how B2B companies plan to take advantage of E-Commerce to increase their sales and grow.

Positives:

  • Well-structured
  • Understandable language
  • Good use of tables and graphics to accompany text
  • Interesting data and findings on the importance of the omnichannel strategy when adopting a E-Commerce strategy
  • Good key recommendations at the end of the report

Negatives:

  • Briefness

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