Millennials already play a key role in B2B purchasing processes at their companies. According to the study “The Next Generation of B2B: How the Millennial Buyer is Changing B2B Sales & Marketing,” 73% of Millennials are already involved in overall decision-making processes; those responsibilities will only continue to increase as Millennials become more experienced players. By 2025, Millennials […]
The channel shift to online for B2B buyers shows no signs of slowing down; in fact many would say that the convergence of B2B & B2C e-commerce is here. B2C and B2B Firms Face Overlapping Challenges A recent Aberdeen survey of the e-commerce activities of both B2B and B2C firms reveals many overlaps among the roadblocks impacting […]
We hope you’ve enjoyed our series inspired by the Forrester report “B2B E-commerce: A Trillion Dollars For the Taking”. Parts I-III covered: Optimizing the B2B Experience to Meet B2C Expectations Overcoming B2B E-commerce Channel Conflict Source B2B E-commerce Talent Creatively In this final Part IV of the series, we’re going to wrap up with a summary of […]
Welcome back to Part III of our series discussing the three key issues highlighted in the Forrester report “B2B E-commerce: A Trillion Dollars For the Taking”. Now that we’ve talked about the importance of optimizing the B2B customer experience and reviewed some tips on how to overcome channel conflict between e-commerce and direct sales, it’s time to talk about […]
Welcome to Part II of our four-part series on Optimizing the B2B Experience to Meet B2C Expectations. In this series we are looking closely at three key issues identified in the Forrester report “B2B E-commerce: A Trillion Dollars For the Taking”. Today we’ll talk about the potential for conflict between direct sales and e-commerce for B2B organizations. […]
In the Forrester report “B2B E-commerce: A Trillion Dollars For the Taking,” Andy Hoar does a great job of outlining the current challenges faced by B2B e-commerce organizations. Largely driven by the growing influence of the millennial generation, the Forrester report outlines three key issues facing B2B organizations: B2B buyers are growing increasingly impatient with suppliers that don’t […]
B2B companies are seeing the impact of happy online customers—repeat web business has been key to growing sales. For example, industrial supply giant Grainger has found that an easy, well-designed online shopping experience can triple sales by existing customers. A Gartner survey confirms that “Customer Experience is the New Battlefield.” Eighty-nine percent (89%) of companies […]
The blurring line between B2B and B2C buying continues to be one of the most popular topics in e-commerce. When we know that B2B consumers have begun to expect a B2C-like experience online, should we just use one model? Not quite. A B2B buyer is not the average online shopper looking for the best deal […]
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