Whitepaper & Video Center

There has been a significant amount of digital transformation within the B2B space in the last few years. Customers who are responsible for purchasing products and services on behalf of their companies also purchase products online in their personal life. They are familiar with brands and interfaces like Amazon and they have come to expect that type of experience in all of their online purchases. B2B  companies have to quickly ramp up their online experience to meet increasingly high expectations of their customers, or risk losing market share to someone who is. Manufacturers and distributors need to meet their digitally savvy customers where they are and need to put strategies in place to reach them in as many channels as possible. This has been a challenge or the industry because of their legacy systems, organizational structure, and lack of digital-first mentality to support their omnichannel and change management goals. Ultimately, the B2B industry is at a crossroads, but there is not a one-size-fits-all solution. We’ll tackle these challenges at B2B Online Miami, and give you the tools that fit your goals and needs.

Click the image on the left to download now! In a webinar hosted on October 25, 2016, Rob Marlotte, Director of Pricing and eCommerce at AmeriPride was joined by Dwayne Doshier, Senior Director, Custom Growth Services at InSite Software to present the details of AmeriPride’s digital journey and success in order to help other B2B sellers achieve the same returns on their B2B ecommerce investments. During the discussion, the partners highlight key applications hosted on AmeriPride’s InSite platform— software for which AmeriPride conducted extensive senior management involvement and a board review, which established the groundwork for a comprehensive approach to implementation. From a leadership standpoint, AmeriPride had to ensure digital and ecommerce objectives aligned with the company’s greater strategy. This paper shares the details of AmeriPride’s collaboration with InSite to reach these objectives on their digital journey, and transform their traditional B2B business into a scalable, leading-edge resource for their customers. Key topics include:Beginning the Digital Journey in eCommerceContinuing the Digital Journey in SalesUtilizing Analytics on the Path to PurchaseBringing Aboard Traditional Customers

There has been a significant amount of digital transformation within the B2B space in the last few years. Customers who are responsible for purchasing products and services on behalf of their companies also purchase products online in their personal life. They are familiar with brands and interfaces like Amazon and they have come to expect that level of experience in all of their online purchasing…even their professional ones. B2B companies are looking to step up their online experience to meet increasingly higher customers, or risk losing market share to someone who is.Download the B2B Future Trends Report to the left to learn about where digital B2B strategy is heading!

In B2C retail, an omnichannel paradigm is the new gold standard, paving the way for similar progress for B2B. There are several major benefits to a more coordinated digital strategy, not the least of which is the ability to align channels towards the creation of a cohesive customer facing brand experience. On the back end, the ability to collect customer data and incorporate it into a single view has major potential for brands who can tailor their programs around progressively more segmented insights based on this information.Key points include:Organization of ecommerce and digital marketing strategiesGrowing digital salesNeed to integrate point solutions into omnichannel

The B2B market has already made significant strides in the adoption of new sales channels, but business buyers have shifted to online research and purchasing more quickly than many vendors have been able to adapt. Effective digital transformation for B2B eCommerce demands successful leveraging of technology and a responsive IT environment, one in which both technical teams and stakeholders collaborate to exploit technologies for business advantages.Key findings include:Fast-tracking digital transformation is a strategic priority on the path to digital leadershipThe biggest obstacle to delivering the best possible omnichannel eCommerce experiences is ComplexityB2B companies must invest in new technologies to support the flexible, personalized omnichannel experiencesClick the image to the left to download now!

Fierce competition around B2B commerce is fueling a new emphasis on digital experiences and tactics. Taking the best practices from B2C and leveraging them in a business to business environment presents major challenges, with the potential for serious reward for the winners. Along with a special agenda preview for 2016, this report features: -Insight on the omnichannel trends shaping the new B2B -Creating executive buy in on digital initiatives -What technologies are leading edge brands emphasizing in 2016 Click the image to the left to download your copy now!

As B2B sales evolves, companies are identifying digital initiatives as part of an essential step towards improving experiences for new and existing customers, as well as differentiating themselves from their competitors. This report identifies how manufacturers and distributors achieve executive support for strategic digital initiatives, and provides insights into key stages of their development, including:Increasing sales through online channels to both acquisitions and existing customers Aligning digital and business initiatives to achieve executive buy-in Expanding ecommerce operations for a greater presence in the digital market

Take advantage of the insights and discover the priorities of leading customer experience executives as they identify their strengths, digital maturity, and areas of improvement in the new B2B digital environment.

What’s changing in the world of cognitive analytics? In this infographic, see how 100 senior executives in digital marketing, IT leadership, and more reveal the state of B2B in the Digital Age.

As B2B customers adopt digital interfaces to conduct business, relationships forged by salespeople must graduate to new digital environments. But companies are concerned they will lose customers when deals conducted online become purely transactional. In digital sales, personal relationships salespeople form with customers become all the more important.Onboarding to Digital analyzes industry pain points and directly consults B2B sales leaders to understand how they are approaching their digital transformations. This report uncover how the direct attention of salespeople will remain relevant in a complex, technology-driven sales environment.

In a complex B2B environment, manufacturers and distributors must provide customers with engaging interactions and experiences that delight them. But with outdated engagement methods, disappointing service models, and insufficient resources, how can they create the ideal customer experience?In this report, we uncover how B2B companies are leveraging sophisticated data to predict pain points, increase the efficacy of marketing and sales communications, and reach the future state of customer experiences.

B2B salespeople continue to use traditional methods of selling, such as engaging buyers via phone calls or even face to face. But time has become a constraint for buyers, and new digital purchasing channels have emerged to speed up the buying process. In this report, we explore the B2B buyer demand for those digital channels versus traditional channels. Buyers acknowledge the “amazing experiences” sellers can provide using digital platforms, which provide greater availability of more products, easier management of operations and relationships, and successful on-time product delivery. Digital channels, including marketplaces, have emerged as the clear, transformative favorites among the youngest buyers in the workforce—Millennials, born from 1977 to 1995—and as a popular choice among other age groups as well.Mirakl, Oracle, and B2B Online surveyed 200 B2B buyers across Latin America, Europe, and North America. Respondents represent only private companies with more than $500 million in annual revenue. The majority of B2B buyers do business with both manufacturers (86%) and distributors (90%). Each respondent is directly involved in their company’s buying processes and represents one of the three age groups measured in the study.

In 2018, already competitive B2B companies are tracking industry developments and keeping an eye on the evolution of customer behavior to maintain their competitive edge. According to our findings, 48% of B2B companies are already using predictive technologies as a key part of their business.This report provides a detailed analysis of market disruption, cognitive maturity, and the evolution of customer engagement in B2B markets; and reveals how business leaders are aligning the enterprise to face the market disruptions.