This pivot is complicated by both business process and technology alternatives as there are many approaches and options. All potential users have become Digitally Savvy, thus simply enabling online transactions is no longer enough to capture and keep buyers. B2B companies must find ways to differentiate and provide an outstanding, engaging and intuitive experience, or risk losing market-share and relevance.
· Transact on, when, where and how they want;
· Want companies to anticipate their needs and make recommendations;
· Want online experiences that make their jobs -- and their lives -- more productive
The B2b winners will be those companies that pivot and leverage their traditional B2B heritage and couple B2C processes/solutions to add multiple points of value to all constituents.