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H O W E

D I G I T A

R

B2B BUSINES GRO H?

T


DIGITAL IS INEVITABLE IT HAS STARTED SHOWING ITS DOMINANCE ACROSS EVERY TYPE OF BUSINESS MODEL. The t e c h n o l o g i c a l revolution across t h e g l o b e has entirely c h a n g e d t h e d y n a m i c s of d o i n g business . The d e m a n d for incredibly fast - paced , always - on b u y i n g p o w e r shows n o signs of s lo w in g d o w n . This m a k e s t h e m a x i m i z i n g value i n d i gi t al channels essential for success a n d it also positions d i g it a l t o b e c o m e a p r i m a r y e n g a g e m e n t c h a n n e l in t h e B2B universe . To u n d e r s t a n d w h e r e today ’ s businesses f i n d value i n o n l i n e channels , Salesforce B2B C o m m e r c e ( CloudCraze ) surveyed m o r e t h a n 4 0 0 B2B c o n s u m e r p a c k a g e d g o o ds

(CPG), m a n u f a c t u r in g , a n d software decision - makers across t h e US a n d Europe . The findings in d ic a t e t h a t B2B organizations t h a t invested early i n i m p r o v e d di g i ta l channels are b e g i n n i n g t o reap t h e benefits . B2B businesses across t h e b o a r d view t h e m o v e t o d igit al as a m a j o r o p p o r t u n i t y for c o n t i n u e d g r o w t h .

2019 | DOCMATION


MAJOR HERE ARE SOME HIGHLIGHTS FROM THE SURVEY FINDINGS CARRIED BY SALESFORCE B2B COMMERCE D IGITA L N O N GER EW ED

IS LO VI AS AN

A U XILIA RY CH AN N EL BY B U SIN ESS LEA D ERS: 88 % of B2B decision - makers a n t ic i p at e offering p r o d u c t s i n t h e n e x t five years t h a t w i l l b e p rimarily sold online .

B U SIN ESSES

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MAJOR FINDINGS

CH AN GIN G CU STO M ER C T A T I O N SD R I V E D I G I T A L N SFO RM A TIO N :

EXPE TRA

M or e t h a n half (52 %) of B2B decision - makers believe t heir cus tomers are eager t o a d o p t n e w technologies a n d processes .

B U SIN ESSES H E VA LU E RCE:

U N D ERSTA N D T OF B2B COM M E

B2B decision - makers believe c u s t o m e r r e t e n t i o n ( 56 %) is t h e bi ggest value d i gi t al brings t o t heir business , f o l l o w e d b y c u s t o m e r acquisition (54%).

D IGITA L COM M ERCE LIN ES CO M PLEX B 2B M ER N EED S:

STREA M CU STO

B2B decision - makers say t h e biggest value d i g it a l brings t o their cus tomers is tailored p r o d u c t offerings (52%), f o l l o w e d b y order a u t o m a t i o n (48%).


All these claims a n d surveys h o l d n o i m p o r t a n c e u n t i l t h ey e n h a n c e t h e business . They m u s t b e n e f i t t h e business o wners i n order t o m a k e any significant i m p a c t o n their mindsets . U p o n Digitalizing t h e B2B Business Model , these are t h e

GROWTH WITH DIGITAL

areas t h a t have b e e n massively i m p a c t e d . We have also p u t s o m e staggering n u m b e r s t h a t w i l l e m p h a s i z e t h e p o w e r of digital .

DOES DIGITAL REALLY STAND TALL ON THESE CLAIMS OR IS IT JUST ANOTHER MARKETING FAD? LET’S FIND OUT!

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MAJOR STATS

ACQUIRING NEW CUSTOMERS

AUTOMATED ORDERING SYSTEM

59 % of B2B decision - makers believe t h a t they were able t o acquire customers m o r e easily.

39 % said their a u t o m a t e d ordering system gives t h e m m o r e recurring orders .

CUSTOMER SELFSERVICE

PRODUCT OFFERINGS

51% believe their customers can m o r e easily serve themselves .

26 % inferred they can m o r e easily expand / scale p r o d u c t offerings .

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UPSELL/CROSS-SELL WITH CURRENT CUSTOMERS 51 % b e l i e v e t h e y c a n u p s e l l / c r o ss-sell w it h c u rren t c u st o m er sm o re easily.

INCREASE IN SALES o f B 2B b u sin essessell

48% t h eir full lin e o f p ro d u c t so n lin e –a n u m b er t h at iso n ly exp ec t ed t o in c reas e.

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HOW THE B2C EXPERIENCE HAS IMPACTED B2B After B2C digital’s success, let’s take a look at the core values that B2C decision makers are eyeing in their current e-commerce programs: 57%

47%

48%

36 %

35%

of decision - makers see tailored p r o d u c t offerings in their current e - c o m m e r c e programs .

of decision - makers see Contracted Pricing in their current e c o m m e r c e programs .

of decision - makers see Order A u t o m a t i o n in their current e c o m m e r c e programs .

said Fast Customer Service t h r o u g h Online Chat can m a k e a massive difference .

of decision - makers see Self - Service Ordering in their current e c o m m e r c e programs .

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CORE VALUES

40

30

Fast C u s t o m e r Service t h r o u g h O n lin e Chat 31% of B2B businesses see Exclusive Online - only Products . 26 % believe Order History f r o m Previous Interactions is a

20

m a j o r value a n d m u s t b e i n t r o d u c e d i n their c u r r e n t e c o m m e r c e programs . 37 % see Tailored R e c o m m e n d a t i o n s in their c u r r e n t e -

10

c o m m e r c e programs . 39 p e r c e n t decision mak ers see One - Click C h e c k o u t i n t heir c u r r e n t e - c o m m e r c e programs . 0

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THE RIGHT DIGITAL COMMERCE PLATFORMS

H ERE W E ARE GO IN G TO TA KE A LO O K A T TH E A REA S TH A T CAN JEO PA RD IZ E TH E B2B D IGITA L JO U RN EY, PRIM A RILY B ECA U SE O FTH E C H OICE OF D IGITA L CO M M ERCE PLA TFO RM . 53 % say their E - c om m e r c e system provides very little insight i n t o cust om er data . The right digital c o m m e r c e p l a t f o r m will allow appropriate insight i nt o cust omer data . 51% report their current systems don ’ t allow t h e m t o scale a n d a d d n e w products . The right digital c o m m e r c e p l a t f o r m will allow scaling a n d n e w products . 51% have an op in i on t h a t their E - c o m m e rc e system is t o o rigid t o u p d a t e a n d a d a p t easily as trends a n d cust omer needs change . The right one will b e m o r e flexible t o change . 41% said their E - c o mm e r c e system is t o o difficult for customers t o navigate . The right one will allow easier navigation .

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2019 | DOCMATION


CONCLUSIO N

Digital is inevitable, and you must not delay the revolution or you may lose the opportunity to blossom your B2B Business as youv’ e never experienced before. However, before going digital, you must choose the right kind of digital commerce platform and understand the markets’ condition for your unique business. It’s time to adapt and improvise because digital is here to say.

M A ILIN G

A D D RESS

3295 River Ex change Dr Suite 522 107 Norcross , GA 3 0 0 9 2

EM AIL

A D D RESS

i n f o@d o c m a t i o n . c o m

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How Digital Commerce is impacting B2B business growth?  

Digital is Inevitable, and it has started showing its dominance across every type of business model. The technological revolution across the...

How Digital Commerce is impacting B2B business growth?  

Digital is Inevitable, and it has started showing its dominance across every type of business model. The technological revolution across the...

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