How Digital Commerce is impacting B2B business growth?

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H O W D I G I T A R E
T
B2B BUSINES GRO H?
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DIGITAL IS INEVITABLE
IT HAS STARTED SHOWING ITS DOMINANCE ACROSS
EVERY TYPE OF BUSINESS MODEL.
The technological revolution across the globe has
entirely changed the dynamics of doing business.
The demand for incredibly fast-paced, always-on
buying power shows no signs of slowing down.
This makes the maximizing value in digital
channels essential for success and it also
positions digital to become a primary engagement
channel in the B2B universe. To understand where
todays businesses find value in online channels,
Salesforce B2B Commerce (CloudCraze) surveyed
more than 400 B2B consumer packaged goods (CPG),
manufacturing, and software decision-makers
across the US and Europe. The findings indicate
that B2B organizations that invested early in
improved digital channels are beginning to reap
the benefits. B2B businesses across the board
view the move to digital as a major opportunity
for continued growth.
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MAJOR FINDINGS
HERE ARE SOME HIGHLIGHTS FROM THE SURVEY CARRIED
BY SALESFORCE B2B COMMERCE

• D I G I T A L I S N O L O N G E R V I E W E D A
  S A N
• A U X I L I A R Y C H A N N E L B Y B U S I N E S
  S L E A D E R S
• 88 of B2B decision-makers anticipate offering
  products in the next five years that will be
  primarily sold online.
• B U S I N E S S E S A T T R I B U T E G R O W T
  H T O T H E I R D I G I T A L P R O G R A M S
• 89 of B2B decision-makers attribute expected
  business growth to the success of digital
  commerce.

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MAJOR FINDINGS
C H A N G I N G C U S T O M E R E X P E C T A T I
O N S D R I V E D I G I T A L T R A N S F O R M
A T I O N More than half (52) of B2B
decision-makers believe their customers are eager
to adopt new technologies and processes. B U S
I N E S S E S U N D E R S T A N D T H E V A L U
E O F B 2 B C O M M E R C E B2B
decision-makers believe customer retention (56)
is the biggest value digital brings to their
business, followed by customer acquisition
(54). D I G I T A L C O M M E R C E S T R E A M
L I N E S C O M P L E X B 2 B C U S T O M E R N
E E D S B2B decision-makers say the biggest
value digital brings to their customers is
tailored product offerings (52), followed by
order automation (48). 2019 DOCMATION
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All these claims and surveys hold no importance
until they enhance the business. They must
benefit the business owners in order to make any
significant impact on their mindsets.
Upon Digitalizing the B2B Business Model, these
are the areas that have been massively impacted.
We have also put some staggering numbers that
will emphasize the power of digital.
GROWTH WITH DIGITAL
DOES DIGITAL REALLY STAND TALL ON THESE CLAIMS
OR IS IT JUST ANOTHER MARKETING FAD? LETS FIND
OUT!
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MAJOR STATS
ACQUIRING NEW CUSTOMERS 59 of B2B
decision-makers believe that they were able to
acquire customers more easily.
AUTOMATED ORDERING SYSTEM 39 said their
automated ordering system gives them more
recurring orders.
CUSTOMER SELF-SERVICE 51 believe their customers
can more easily serve themselves.
PRODUCT OFFERINGS 26 inferred they can more
easily expand/scale product offerings.
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UPSELL/CROSS-SELL WITH CURRENT CUSTOMERS
INCREASE IN SALES
4 8 o f B 2 B b u s i n e s s e s s e l l t h e
i r f u l l l i n e o f p r o d u c t s o n l i n
e a n u m b e r t h a t i s o n l y e x p e c
t e d t o i n c r e a s e .
5 1 b e l i e v e t h e y c a n u p s e l l / c
r o s s - s e l l w i t h c u r r e n t c u s t
o m e r s m o r e e a s i l y .
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HOW THE B2C EXPERIENCE HAS IMPACTED B2B
After B2C digitals success, lets take a look at
the core values that B2C decision makers are
eyeing in their current e-commerce programs
5 7 of decision-makers see tailored product
offerings in their current e-commerce programs.
4 7 of decision-makers see Contracted Pricing
in their current e- commerce programs.
4 8 of decision-makers see Order Automation in
their current e- commerce programs.
3 6 said Fast Customer Service through Online
Chat can make a massive difference.
3 5 of decision-makers see Self-Service
Ordering in their current e- commerce programs.
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CORE VALUES
40
30
Fast Customer Service through Online Chat 31 of
B2B businesses see Exclusive Online-only Products.
26 believe Order History from Previous
Interactions is a
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major value and must be introduced in their
current e- commerce programs.
37 see Tailored Recommendations in their current
e-
10
commerce programs. 39 percent decision makers see
One-Click Checkout in their current e-commerce
programs.
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THE RIGHT DIGITAL COMMERCE PLATFORMS
H E R E W E A R E G O I N G T O T A K E A L O O
K A T T H E A R E A S T H A T C A N J E O P A
R D I Z E T H E B 2 B D I G I T A L J O U R N E Y
, P R I M A R I L Y B E C A U S E O F T H E C H O
I C E O F D I G I T A L C O M M E R C E P L A T
F O R M .
53 say their E-commerce system provides very
little insight into customer data. The right
digital commerce platform will allow appropriate
insight into customer data. 51 report their
current systems dont allow them to scale and add
new products. The right digital commerce
platform will allow scaling and new
products. 51 have an opinion that their
E-commerce system is too rigid to update and
adapt easily as trends and customer needs change.
The right one will be more flexible to
change. 41 said their E-commerce system is too
difficult for customers to navigate. The right
one will allow easier navigation.
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CONCLUSION
M A I L I N G A D D R E S S 3295 River
Exchange Dr Suite 522- 107 Norcross, GA 30092
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. Its
time to adapt and improvise because digital is
here to say.
E M A I L A D D R E S S info_at_docmation.com
P H O N E N U M B E R 1-908-854-4068
W W W . D O C M A T I O N . C O M D O C M A T
I O N 2 0 1 9 . A L L R I G H T S R E S E R V E
D .